Job Description

Introduction
The Solutions Consultant is responsible for partnering with an Account Executive to drive revenue by helping to qualify sales opportunities and then bring those qualified opportunities to closure. The Solutions Consultant will manage compelling solution-based value propositions, demonstrations, RFI/RFPs, technical validation activities, and implementation strategies that address the prospect\xe2\x80\x99s critical needs and business requirements. Solutions Consultants will lead development of the solution to propose and be the technical resource coordinator for solution specific sales cycles where needed.

Your Role and Responsibilities

• Discovery: Assist in the identification of potential sales opportunities and in discovering a particular prospect\xe2\x80\x99s business challenges and vision for a solution to those challenges.
• RFI/RFP Responses: Lead the creation of a response to a specific prospect\xe2\x80\x99s 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\xe2\x80\x99s ability to meet a prospect\xe2\x80\x99s 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\xe2\x80\x99s 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\xe2\x80\x99s 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.

• 5+ years\xe2\x80\x99 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\xe2\x80\x99s Degree in Computer Science, Math, Engineering, Information Systems, Finance, or equivalent degree.

• 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.

IBM