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Introduction

At IBM, work is more than a job - it's a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better, but to attempt things you've never thought possible. Are you ready to lead in this new era of technology and solve some of the world's most challenging problems? If so, lets talk.

Your Role and Responsibilities

The Partner Sales Manager role is a critical component of Apptio's partner strategy in that you are responsible for converting GTM offerings and initiatives developed with partners into customer pipeline and adoption. In this field facing role, you will be measured by partner-driven contribution to new pipeline and related ACV bookings, and you will be expected to work closely with Apptio's partners, field sales teams, and field marketing resources to drive Apptio Targetprocess solutions and partner offerings into customer accounts.

You will be a high energy leader looking to be part of our fast-growing company. You will drive GTM initiatives and activities with all Apptio's partners, including global systems integrators (GSIs), and regional Systems Integrators (SIs). In addition, you will be responsible for recruiting, onboarding, managing, and developing and driving business plans with regional SIs in your geography.

The Apptio Global Partner Strategy & Operations organization is a team of results-oriented people who are passionate about driving enterprise value and creating sales leverage for the company via sustainable, committed, win-win partnerships that we develop and nurture. Though measured by individual performance, our team is a team in every sense of the word, as we rely upon and work closely with one another, as well as all cross-functional teams. Each of us possess a unique combination of the following characteristics: strategic thinking; business planning; sales acumen; marketing creativity; customer delight and entrepreneurial vigor.

What we want you to do:

• Establish yourself as a trusted internal partner to Apptio sales leaders and teams in your geography.

• Drive Apptio Targetprocess GTM offerings developed with G/SIs into the market through partners and together with Apptio sales teams to generate incremental pipeline and ACV bookings.

• Drive the creation of Targetprocess go-to-market programs and demand generation initiatives, to include marketing, sales, enablement, and deployment plans with named regional and Solutions Partners.

• Manage SI Partners relationships.

Required Technical and Professional Expertise

• Minimum of 8+ years in a strategic alliances role(s) with similar responsibilities working for a software or SaaS company.

• 5 + years Sales or Channel Sales experience with software company or SI.

• Entrepreneurial character and drive, coupled with a growth mindset.

• Exceptional written and verbal communications skills.

• Proven, measurable track record of building and maintaining partner relationships from the inception through execution.

• Excellent team player with ability to inspire confidence and work effectively with cross-functional teams.

• Equally comfortable engaging with C-level executives and front-line personnel across all functional areas of the business, both internally and externally.

• Ability and desire to travel domestically, as required, and necessary.

Preferred Technical and Professional Expertise

• Bachelor's degree

• Experience selling Targetprocess or agile solutions.

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 StatementIBM offers a competitive and comprehensive benefits program. Eligible employees may have access to: - Healthcare benefits including medical & prescription drug coverage, dental, vision, and mental health & well being - Financial programs such as 401(k), the IBM Employee Stock Purchase Plan, financial counseling, life insurance, short & long- term disability coverage, and opportunities for performance based salary incentive programs - Generous paid time off including 12 holidays, minimum 56 hours sick time, 120 hours vacation, 12 weeks parental bonding leave in accordance with IBM Policy, and other Paid Care Leave programs. IBM also offers paid family leave benefits to eligible employees where required by applicable law - Training and educational resources on our personalized, AI-driven learning platform where IBMers can grow skills and obtain industry-recognized certifications to achieve their career goals - Diverse and inclusive employee resource groups, giving & volunteer opportunities, and discounts on retail products, services & experiences The compensation range and benefits for this position are based on a full-time schedule for a full calendar year. The salary will vary depending on your job-related skills, experience and location. Pay increment and frequency of pay will be in accordance with employment classification and applicable laws. For part time roles, your compensation and benefits will be adjusted to reflect your hours. Benefits may be pro-rated for those who start working during the calendar year. This position was posted on the date cited in the key job details section and is anticipated to remain posted for 21 days from this date or less if not needed to fill the role. This position is eligible for participation in an IBM Sales Incentive plan. Actual incentive opportunity will be based on performance and the eligible Target Incentive, as addressed in the applicable plan, all of which is subject to change. The compensation range listed for this position is the IBM Reference Salary that is used when you are not actively participating in a sales plan. Your actual base pay plus incentive opportunity will be determined by the Incentive Plan assigned to you. We consider qualified applicants with criminal histories, consistent with applicable law. IBM will not be providing visa sponsorship for this position now or in the future. Therefore, in order to be considered for this position, you must have the ability to work without a need for current or future visa sponsorship.

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.