Introduction

　　The Partner Solutions Consultant is responsible for supporting Partner Sales Managers to drive revenue by helping to qualify sales opportunities sourced and/or influenced by Apptio Partners. The Solutions Consultant will manage creation and delivery of compelling solution-based value propositions, demonstrations, RFI/RFPs, technical validation activities, and implementation strategies that address partner and joint prospect's critical needs that address business requirements. Solutions Consultants will lead in the development of solution , and be the technical resource coordinator for partners using, reselling and/or demoing Apptio Solutions.

　　Your Role and Responsibilities

　　Discovery: Assist in the identification of potential sales opportunities and in discovering a particular prospect's business challenges and vision for a solution to those challenges.

　　Partner Enablement: Drive efforts to ensure partners are properly enabled on Apptio solutions.

　　RFI/RFP Responses: Lead the creation of a response to a specific prospect's request for information or proposal, including creating and formatting the content, ensuring the quality of the response, and ensuring timely delivery of the response.

　　Product Presentations & Demonstrations: Deliver product presentations and configured demonstrations to prove Apptio's ability to meet a prospect's Hybrid Cost Management & FinOps challenges. The resulting demonstration and subsequent outcomes are initial proofs as to how Apptio can deliver value based on what was learned about that prospect during discovery and throughout the engagement. These are to be delivered both live and remotely.

　　Apptio Architecture / Technical Components Overview: Deliver an in-depth overview of Apptio's architecture and proprietary product capabilities that provide its unique value in the market.

　　Solution & Demo Creation: Lead in the creation of new demo & products that help drive Partner and Apptio solutions into the market.

　　Technical Validation Events: Manage to successful conclusion the technical validation events that require Apptio Presales to leverage data and other information provided by a prospect to show that prospect, in detail specific to them, the value of leveraging Apptio's solutions.

　　Transfer Knowledge: Share your selling and technical experience with the rest of the Apptio Presales team, both formally and informally.

　　Collaboration and Support: Assist other Solution Consultants in the execution of the above responsibilities.

　　Offer Feedback: Provide feedback to product management about the successes and failures in the field.

　　Required Technical and Professional Expertise

　　5+ years' experience in a presales capacity successfully selling to both large and small enterprises.

　　Strong understanding of public cloud providers such as AWS, Google, OCI, Azure.

　　Familiar with FinOps, Cloud Architecture, DevOps or Analytic tools

　　Familiar with basic financial and accounting concepts.

　　Bachelor's Degree in Computer Science, Math, Engineering, Information Systems, Finance, or equivalent degree.

　　Preferred Technical and Professional Expertise

　　Familiarity with enterprise business management software

　　Strong written and verbal communication skills.

　　Strong presentation skills.

　　Proven collaborator and liaison with all levels and departments within an IT organization.

　　Technical skill and/or ability to acquire in-depth knowledge and use of Apptio products.

　　Strong work ethic and ability to work autonomously given fundamental priorities and responsibilities.

　　Strong organizational skills with the ability to multi-task and prioritize well in a fast paced, dynamic work environment.

　　About Business UnitIBM Software infuses core business operations with intelligence-from machine learning to generative AI-to help make organizations more responsive, productive, and resilient. IBM Software helps clients put AI into action now to create real value with trust, speed, and confidence across digital labor, IT automation, application modernization, security, and sustainability. Critical to this is the ability to make use of all data, because AI is only as good as the data that fuels it. In most organizations data is spread across multiple clouds, on premises, in private datacenters, and at the edge. IBM's AI and data platform scales and accelerates the impact of AI with trusted data, and provides leading capabilities to train, tune and deploy AI across business. IBM's hybrid cloud platform is one of the most comprehensive and consistent approach to development, security, and operations across hybrid environments-a flexible foundation for leveraging data, wherever it resides, to extend AI deep into a business.

　　Your Life @ IBMIn 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 IBMIBM'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.

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

　　Being You @ IBMIBM is committed to creating a diverse environment and is proud to be an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender, gender identity or expression, sexual orientation, national origin, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.