Solution Consultant

At Apptio, we empower organizations to optimize their financial operations and align technology investments with business goals. The Apptio platform is at the forefront of transforming how businesses manage IT and financial landscapes, and we are looking for a Presales Solutions Consultant with focus on the Benelux.

Why Apptio?

At Apptio, we foster a culture of continuous growth, inclusivity, and customer-centricity. As part of our team, you’ll be encouraged to:

- Embrace a Growth Mindset: We continuously evolve and encourage our team members to explore new ideas and learn from every experience.
- Lead in Ambiguity: In a fast-paced industry, agility and problem-solving are essential. We value those who can thrive in dynamic environments and take ownership of their work.
- Focus on Customer Success: Everything we do centers around delivering value to our customers and helping them achieve their business goals.

Your role and responsibilities:

The Solution Consultant works in the field sales team and drives revenue by supporting new sales opportunities. You are great at discussing how cloud and other IT spend can be allocated and optimized using our SaaS-based products. Your solution-based discussions, presentations, demos, and technical validation activities show how we deliver business value. You will lead the solution design and be technically responsible for sales wins.

What You’ll Do:

- Discovery: Work closely with the sales team to identify potential sales opportunities, conduct in-depth discovery sessions with prospects to uncover their IT business management challenges, and understand their vision for a solution.
- Advise: Act as a trusted advisor to customers and prospects, guiding them on how to leverage Apptio’s suite of solutions to solve their business and technical challenges, and achieve their financial and operational goals.
- Product Presentations & Demonstrations: Deliver tailored presentations and live or remote product demonstrations that showcase Apptio’s ability to meet Cloud Cost Management and FinOps challenges, directly addressing the prospect’s pain points and demonstrating Apptio’s value.
- Technical Solution Design: Lead the design of customized solutions, delivering in-depth overviews of ApptioOne's architecture and proprietary capabilities. Provide clarity on how our solutions deliver unique value in the marketplace.
- Technical Validation Events: Manage and execute technical validation events, where you’ll collaborate with customers to use their data in showcasing how Apptio’s solutions can solve their specific challenges.
- RFI/RFP Responses: Take ownership of responding to RFIs and RFPs by developing clear, accurate, and timely responses that showcase Apptio’s unique capabilities and fit with the prospect's needs.
- Knowledge Sharing: Collaborate with and share your expertise with the Apptio Presales team, both informally and through formal training sessions, to ensure a collective advancement in knowledge and skills.
- Educate and Evangelize: Promote Apptio’s solutions and share industry insights by speaking at public, customer, and marketing events such as conferences, webinars, and executive briefings.
- Collaboration & Customer Support: Be the trusted advisor for cloud and financial management solutions, coaching customers, market partners, and colleagues toward value-based decisions with a consultative approach.
- Customer Advocacy & Feedback: Provide ongoing feedback to product management and engineering teams, ensuring customer needs and market demands are represented in Apptio’s product development roadmap.

Required education:

None

Preferred education:

Bachelor's Degree

Required technical and professional expertise:

- Educational Background: A bachelor’s degree in finance, business administration, information systems, or a related field.
- Experience & Expertise: 5+ years of experience as a Solutions Consultant or Sales Engineer, working with and selling to IT organizations across various industries and sizes.
- Financial Knowledge: Strong understanding of financial concepts like profitability analysis, cost allocation, and financial planning. Familiarity with accounting principles and business process optimization is essential.
- Enterprise Software & IT Frameworks: Familiarity with enterprise software (e.g., SAP, Workday, ServiceNow, Oracle) and key IT management concepts such as IT Financial Management, Service Management, Agile development, and Value Proposition.
- FinOps and Financial Modelling Skills: Hands-on experience with financial modeling tools and familiarity with cloud solutions (AWS, Google Cloud, Azure).
- Certifications: Certified FinOps Practitioner with experience in financial operations; ITIL or equivalent certification is a bonus.
- Technical Validation & Solution Design: Proven ability to design and validate technical solutions that address customer needs, particularly in IT and financial management.

Preferred technical and professional experience:

- IT Industry Knowledge: A solid understanding of IT organizations, including experience selling to IT decision-makers across industries.
- Analytical & Technical Abilities: Proficiency with APIs, Python, or other scripting tools to enhance analytical tasks and solution design.
- Additional Languages: Proficiency in any other European language is a plus.

ABOUT BUSINESS UNIT

IBM has a global presence, operating in more than 175 countries with a broad-based geographic distribution of revenue. The company’s Global Markets organization is a strategic sales business unit that manages IBM’s global footprint, working closely with dedicated country-based operating units to serve clients locally. These country teams have client relationship managers who lead integrated teams of consultants, solution specialists and delivery professionals to enable clients’ growth and innovation. By complementing local expertise with global experience and digital capabilities, IBM builds deep and broad-based client relationships. This local management focus fosters speed in supporting clients, addressing new markets and making investments in emerging opportunities. Additionally, the Global Markets organization serves clients with expertise in their industry as well as through the products and services that IBM and partners supply. IBM is also expanding its reach to new and existing clients through digital marketplaces.

YOUR LIFE @ IBM

In a world where technology never stands still, we understand that, dedication to our clients success, innovation that matters, and trust and personal responsibility in all our relationships, lives in what we do as IBMers as we strive to be the catalyst that makes the world work better.

Being an IBMer means you’ll be able to learn and develop yourself and your career, you’ll be encouraged to be courageous and experiment everyday, all whilst having continuous trust and support in an environment where everyone can thrive whatever their personal or professional background.

Our IBMers are growth minded, always staying curious, open to feedback and learning new information and skills to constantly transform themselves and our company. They are trusted to provide on-going feedback to help other IBMers grow, as well as collaborate with colleagues keeping in mind a team focused approach to include different perspectives to drive exceptional outcomes for our customers. The courage our IBMers have to make critical decisions everyday is essential to IBM becoming the catalyst for progress, always embracing challenges with resources they have to hand, a can-do attitude and always striving for an outcome focused approach within everything that they do.

Are you ready to be an IBMer?

ABOUT IBM

IBM’s greatest invention is the IBMer. We believe that through the application of intelligence, reason and science, we can improve business, society and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.

Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we’re also one of the biggest technology and consulting employers, with many of the Fortune 50 companies relying on the IBM Cloud to run their business.

At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now it’s time for you to join us on our journey to being a responsible technology innovator and a force for good in the world.

OTHER RELEVANT JOB DETAILS

For additional information about location requirements, please discuss with the recruiter following submission of your application.

Job Title: Solution Consultant

Job ID: 5919

City / Township / Village: Stockholm

State / Province: Stockholm County

Country: Sweden

Work arrangement: Hybrid

Area of work:

Employment type: Regular

Position type: Professional

Up to 40% or 2 days a week (home on weekends- based on project requirements)

Company:

Shift: General (daytime)

Is this role a commissionable/sales incentive based position?

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