Senior Sales Representative - Apptio DACH (f/m/x)

Introduction

At IBM Global Sales, we bring together innovation, collaboration, and expertise to help clients solve their most complex business challenges. Working across industries and geographies, you’ll partner with colleagues, clients, and partners to co-create solutions that drive digital transformation and lasting impact. Success in Global Sales is built on curiosity, empathy, and collaboration. You’ll connect technical understanding with strong people skills, building trusted relationships and shaping solutions that improve business and society. With world‑class onboarding, continuous learning, and a supportive culture, IBM offers the tools and opportunities to grow your career. Join us and be part of a team that’s passionate about driving innovation and making a difference.

You will be part of a highly motivated, integrated team of Sales and TechSales Specialists who work side by side to develop winning strategies, craft compelling value propositions, and deliver measurable business outcomes for our clients.

Your Role And Responsibilities

As a Brand Sales Specialist for IBM's Apptio Portfolio, you will create demand and progress opportunities to close for Apptio solutions, including Cloudability, ApptioOne, and Targetprocess.

• Own new logo acquisition and expansion across enterprise accounts in the DACH region, with full annual quota responsibility.
• Develop and execute strategic demand generation initiatives focused on enterprise CIO, CFO, and Head of FinOps stakeholders.
• Develop executive-level relationships to position Apptio as the strategic TBM platform for cloud cost transparency, financial governance, and value realization.
• Progress opportunities through complex, multi‑stakeholder sales cycles and close high‑value enterprise deals.
• Position Apptio solutions, including Cloudability, ApptioOne, and Targetprocess, to meet client needs and deliver measurable business outcomes.
• Manage and prioritize sales opportunities, ensuring disciplined pipeline management and accurate forecasting.
• Engage with clients to deeply understand their business challenges in FinOps, IT Financial Management (ITFM), Cloud Cost Management, and Technology Business Management (TBM).

Preferred Education

Master's Degree

Required Technical And Professional Expertise

• Extended experience in Enterprise SaaS Sales with a consistent track record of quota attainment.
• Proven experience closing complex enterprise deals with contract values exceeding €250k.
• Demonstrated success in multi‑stakeholder sales environments engaging CIO, CFO, IT Finance, and executive-level decision makers.
• Strong forecast ownership and pipeline management discipline.
• Experience in FinOps, IT Financial Management (ITFM), Cloud Cost Management, or Technology Business Management (TBM).
• Deep expertise in Apptio solutions, including Cloudability, ApptioOne, and Targetprocess.
• Experience navigating complex enterprise sales cycles and procurement processes.
• Executive-level communication skills with strong storytelling capabilities and business‑case‑driven value articulation.
• Proven expertise in value-based selling and strategic stakeholder management.
• Fluency in German (C1 or native) and professional proficiency in English.
• To meet Travel Requirements a valid Drivers License is required.

Preferred Technical And Professional Experience

• FinOps certification or formal training in Technology Business Management (TBM).
• Experience working with hyperscalers such as AWS, Microsoft Azure, or Google Cloud Platform (GCP).
• Technology Industry Acumen: Experience working in the technology industry with knowledge of industry trends and market dynamics related to Apptio solutions, enabling informed sales strategies and effective client engagement.
• Solution Selling Methodologies: Familiarity with solution selling methodologies to collaborate with clients, understand their needs, and progress opportunities through the sales cycle, driving business expansion and revenue growth.
• Complex Sales Cycles: Exposure to managing and prioritizing multiple sales opportunities, navigating complex sales cycles, and closing deals to drive sales growth and expansion.