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Financial and operational excellence with Cloudability's True CostTM cloud platform

Director, Cloud Channels

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Apptio Cloudability is seeking a senior sales and alliance management professional to develop and execute go-to-market (GTM) plans with our cloud channel partners. The Director, Cloud Channels, reporting to the VP of Cloud Strategy & Partnerships, will collaborate with global sales and partner leaders to build strategy, pipeline and drive growth for Apptio Cloudability in conjunction with our strategic cloud channel partnerships.

What You Will Be Doing At Apptio Cloudability

* Identify and execute strategic initiatives with Apptio Cloudability referral and reseller channel partners across global sales, partner and executive management teams
* Develop and evolve a strategic plan to team with other key business partners and Apptio Cloudability cloud and ISV ecosystem to maximize customer success with cloud channel as center of GTM strategy
* Establish, refine and achieve pipeline and revenue metrics in conjunction with active cloud channel strategy and initiatives
* Be the liaison to for our business to key cloud channel partners globally while enabling regional teams to onboard new channel partners into scalable referral and reseller program
* Create and successfully execute relationship plans to ensure executive sponsors are established by channel organizations and that regular and relevant contact is performed to review business performance of the channel partnership
* Conduct quarterly business reviews on the progress and execution of the business, GTM and relationship plans to ensure we are meeting our mutual business objectives and define action plans to address any gaps or new opportunities
* Work with Apptio Cloudability cloud marketing teams to align and communicate the sales and marketing strategy for respective cloud channel partners

The Company

Apptio is the leading software to fuel digital transformation. We help technology and finance leaders make smart decisions as they plan, analyze, and optimize technology investments in pursuit of digital transformation. Apptio’s software uses machine learning to translate technology costs and utilization across on-premises systems, vendors, projects, agile and cloud systems into a holistic, business-centric view. With Apptio, IT leaders make smarter digital transformation investments. Companies of all sizes and geographies trust Apptio to fuel their digital transformation, including 50% of the Fortune 100. For more information, please visit Apptio.com (workable.com/nr?l=http://www.apptio.com/) .


What You'll Bring

* Experience in customer-facing cloud channel partner leadership including indirect transactions and related business planning
* Experience in partner and alliance management with a track record of GTM success
* In-depth understanding of cloud channel organizations, key stakeholders, overall strategy, company culture, market offerings and joint value proposition
* Ability to present business value of solutions to technical and non-technical audiences
* Experience co-selling with AWS Premier, Azure CSP and Google Cloud partners
* Exceptional sales, negotiation, team working, communication and collaboration skills
* Ability to interact and influence at all levels of an organization
* Ability to travel when needed
* The desire to help our cloud channel partners to earn the trust of joint customers and be obsessed about positive customer outcomes in the process


* Health Insurance*Dental Insurance*Vision Insurance*Life/AD&D Insurance*Disability Insurance
* Parking Employee
* Referral Bonuses
* Free Beverages and Snacks
* Mentorship and coaching
* Flexible Spending Account
* Apptio/Vista Software University
* Public Transportation Reimbursement