Channels and Alliances Director, DACH (x/f/m)

Apptio, an IBM company, is the leading technology spend and value management software provider. Its AI-powered data insights empower leaders to make smarter financial and operational decisions. A pioneer and category leader in Technology Business Management (TBM) and FinOps, Apptio works with thousands of customers, partners, and community members worldwide.

Responsible for achieving customer introductions that lead to sales and represent Apptio products and services to partners that our joint offerings developed with prioritized focus partners. The Channel & Alliances Manager must have a background selling software solutions, effective channel recruitment, and enablement strategies, conducting in-person sales calls and having a history of educating channel partners to achieve success. The role will involve driving pre-developed GTM’s with our Partners as well as driving enabling new IBM business partners to build TBM, FinOps and Agile practices.

You will drive GTM initiatives and activities with all of Apptio’s partners and select IBM business partners, including:

• Apptio business partners focused on TBM, FinOps and Enterprise Agile Management
• IBM business partners focused initially on FinOps and extending to TBM and Agile over time
• IBM Value added distributors

In addition, you will be responsible for recruiting, onboarding, managing, and developing and driving business plans with regional business partners in your territory including AWS ISV partners.

Responsibilities:

The Channels and Alliances Director must be able to develop and maintain senior and deep partner relations for the purpose of driving joint:

• New logo deals and top of funnel leads
• Practice Development – build FinOps, TBM and Enterprise Agile practices in key partners
• Strong, sustained marketing programs, campaigns and events
• Establish customer success, value and expansion through planting partners as a core part of a customer deliver

This role will report into the Regional VP, EMEA Channels and Alliances and work closely with a Snr Director of Alliances who will own the overall success of the DACH territory, EMEA Sales, Partner Marketing and Services teams. Focusing on Partner Planning, Business Development, Enablement, Go-to-Markets, Partner Lead Generation, Partner Campaign Creation, Sales Opportunity Management and Service Delivery. This role will interface closely to Regional Vice Presidents and Strategic Sales Leaders across the DACH region

Qualifications:

• Bachelor’s degree or equivalent with proven success in channel sales, extensive experience in enterprise software and a background in a SaaS based company
• MBA or other advanced degree would be beneficial
• An extensive network of channel partners within the assigned territory
• Documented success of bringing new channel partners to an organization
• Proof of quota attainment and meeting performance objectives
• Worked previously for a SaaS based software company
• Talented cross-functional collaborator able to develop trusted relationships and rapport
• Excellent communication skills, including the ability to exercise assertiveness to influence others to create desired sales results
• Strong initiative, organization and prioritization skills with the proven ability to work in a self-directed environment
• Flexible, innovative, and able to respond appropriately in a time-critical environment
• Excellent presentation skills
• Ability to travel up to 50% of the time

A minimum of three years of demonstrated experience in working with similar companies as below or preferably direct experience:

DACH Partner examples

• Integres/TimetoAct
• Crayon/Bechtle
• SoftwareOne/Liquid Reply
• Trustmarque/Ingram
• Arrow/TD Synnex
• Nanga Systems/Detecon
• Amasol/MHP