Field Sales Leader Emea Job In London

Job Description

Overview

Making sure you fit the guidelines as an applicant for this role is essential, please read the below carefully.

As an organization, Apptio has a very strong culture; it is open, transparent, and very customer focused. Leaders in the organization consistently showcase the following key attributes and look to build teams that embrace these qualities every day:

• Growth Mindset
• Dealing with ambiguity and change
• Take ownership and has accountability
• Customer-focused
• Foster an inclusive environment

You:

You shouldbe a creative thinker who has a repeatable methodology of deep customer relations and the ability to think outside the box. We want a fearless sales leader who has proven they can exist in a competitive, team centric environment that doesn’t accept losing, but learns and is driven to win. This leader must have proven aptitude and desire to build high-performing teams, close business, build consensus, resolve conflict, and solve tough business problems, roll-up sleeves and aggressively drive revenue. Ability to influence and get multiple stakeholders to adopt your vision and collaborate with you to execute on it. Must be highly collaborative, entrepreneurial, and self-directed leader with a passion to succeed. Demonstrated sales leadership of dispersed teams, with all-around expertise in: people development, account development, organizational excellence, exceptional sales management, and sales operations.

Us:

The Apptio Field Sales Organization is a curious, urgent and high-spirited group of people looking to build long-standing relationships with our customers, prospects and partners. Our passion is only matched by our conviction of what the Apptio portfolio can bring to World Class IT and Finance organizations. Focused on results, we are committed to continuously improve and adapt to the key needs of our customers. We win if our customers win.

What we wantyou to do:

The Field Sales Leader is responsible for hiring, training, developing and managing a successful team of Regional Sales Executives with a mission to acquiring new clients and consistently exceeding quarterly and annual quotas for the EMEA region. This is a performance based culture committed to meeting our targets.

• Provide leadership for a collaborative, high performing sales team. Inspire, empower and motivate; while pairing business and revenue objectives with appropriate growth initiatives.
• Direct sales activities within assigned region to ensure that company revenue goals and objectives are achieved quarter over quarter and year over year
• Accurately forecast region based on expertise in qualification and sales process review
• Accurately and consistently forecast monthly, quarterly, and annual revenue numbers for assigned region.
• Ensure team is effectively building pipeline and hold team accountable for executing each phase of the sales process to achieve quarterly sales quota.
• Segment territory to best use resources to cover customer accounts
• Leverage correct resources at the right stage of the sales process. Ensure resources are aligned appropriately to support opportunities and customer requirements
• Participate in sales, strategy and coaching calls.
• Participate in the sales process: partner with internal and external teams to identify, penetrate, and close large, complex, enterprise software deals.
• Ensures team is building and leveraging customer relations throughout the buying and selling process.
• Support sales team in building champions in customer accounts
• Coach sales team to incorporate knowledge of Apptio’s products and services, the consumer, and key competitors into the sales process and use that knowledge to uncover customer needs and create value based solutions.
• Collaborate with solutions engineering, account management, corporate sales, alliances, professional services, product, and engineering teams to create a seamless customer experience.
• Articulate and evangelize the vision and positioning of the company, our products and services, resulting in accelerated revenue growth while maintaining a customer/partner-centric mindset
• Execute business, sales and marketing plan for assigned region.
• Onboard, retain and motivate the necessary staff to meet and exceed objectives; Provide career development and mentorship
• Coach and mentor team to develop their ability to effectively sell Apptio solutions and services.
• Provide regular informal and formal performance feedback to direct reports.
• Ensure team is trained effectively on the sales process and coaches them to effectively execute
• Provide recognition of the right behaviors as well as positive coaching for areas of improvement
• Effectively handle conflict that may arise both internally and with the customer
• Share best practices regarding tools, sales techniques, and account management with peers and team members

Basic Qualifications:

• Bachelor degree or Equivalent work experience.
• 8 + successful years selling software, at least 3 in the enterprise space, within the European region.
• 3+ years as a people manager. Managing a field sales team of over 5 people selling a complex, purpose-built application, within a start up/new territory environment.
• Proven 3+ years’ experience in selling cloud-based applications in a relevant space (TBM, Analytics, Planning, ERP or other complex applications) to CXO level (CIO & CFO).

Preferred Qualifications:

• Secondary European language would be advantageous.
• Proven methodology around Talent Management, specifically around hiring, enabling, enriching and retaining world-class enterprise sales talent. Also, track record of moving out non-performers.
• Strong cross team collaboration.
• Proven experience in implementing, managing and adjusting sales process and GTM stratgeregies in a complex, enterprise environment.
• Adept at data-driven business management.
• Proven methodology around Salesforce Hygiene and management of a complex and diverse sales team.
• A clear and concise plan on their career progression and goals.

Working Conditions

• Frequent travel required visiting prospects and customers.
• Need to be able to work independently from home and during travel in an unstructured and fluid capacity in order to meet simultaneous sales objectives.
• Remote customer and internal work required; need to be comfortable in extended phone conversations, conference calls, and remote computer sessions.
• Work or travel on a weekend is sometimes required to meet customer and prospects needs to ensure successful revenue generation.

**Apptio benefits include private medical and dental care, life assurance, income protection and a generous pension contribution. We also offer 25 days annual leave and other soft benefits.

Apptio’s products empower business leaders to drive optimal financial performance across their organizations. More than 60 percent of Fortune 100 enterprises trust Apptio to manage spend across the entire IT portfolio and beyond, so that they can focus on delivering innovation. Apptio automatically ingests and intelligently structures vast amounts of enterprise and technology-specific spend and operational data and enables users across disciplines to report, analyze, plan, and govern their investments collaboratively, efficiently, and with confidence.

Apptio as their business system of record for hybrid IT. For more information, please visit www.Apptio.com.

Apptio Inc. is not open to 3rd party solicitation or resumes for our posted FTE positions. Resumes received from 3rd party agencies that are unsolicited will be considered complimentary.

Apptio, Inc. provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, gender, sexual orientation, national origin, age, disability, genetic information, marital status, amnesty, or status as a covered veteran in accordance with applicable federal, state and local laws. Apptio, Inc. complies with applicable state and local laws governing non-discrimination in employment in every location in which the company has facilities.