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Introduction

At IBM Global Sales, we bring together innovation, collaboration, and expertise to help clients solve their most complex business challenges. Working across industries and geographies, you’ll partner with colleagues, clients, and partners to co-create solutions that drive digital transformation and lasting impact.Success in Global Sales is built on curiosity, empathy, and collaboration. You’ll connect technical understanding with strong people skills, building trusted relationships and shaping solutions that improve business and society. With world-class onboarding, continuous learning, and a supportive culture, IBM offers the tools and opportunities to grow your career. Join us and be part of a global team that’s passionate about driving innovation and making a difference.

Your role and responsibilities

Sales Development Representative in Japan

Job Description

About Apptio's Culture

Apptio is built on a strong culture of openness, transparency, and customer focus.

We look for team members who demonstrate:

• Growth mindset

• Ability to navigate ambiguity and change

• Ownership and accountability

• Customer-centric mindset

• Commitment to an inclusive environment

Role Summary

We are seeking a highly motivated Sales Development Representative (Inside Sales) to

partner closely with Marketing and Field Sales in Japan.

This role is responsible for lead generation, inbound response, outbound outreach,

appointment setting, lead qualification, and sales support for the Enterprise Field Sales

team.

You will engage in strategic outbound prospecting (cold calls/emails), consultative

communications, and high-quality lead development to acquire new customers and

nurture existing ones.

You will manage your own pipeline in Salesforce.com, support regional events and

marketing campaigns, and deepen your understanding of Apptio products, IT financial

management, and technology investment management (TBM).

This position requires professionalism, confidence, and strong motivation, as well as the

ability to work hands-on with multiple cross-functional teams.

Responsibilities* Respond to inbound inquiries and handle lead qualification

• Conduct outbound prospecting through calls and email campaigns

• Develop and execute strong prospecting plans (call scripts, segmentation, outreach

approach)

• Identify and qualify high-potential leads and schedule appointments with Field Sales

• Deliver sales presentations when necessary

• Track all pipeline, activity data, and account notes in Salesforce.com

• Quickly learn Apptio products and the technical aspects of IT financial management

• Clearly articulate Apptio's value proposition and respond to objections and

competitive questions

• Understand customer business challenges and propose solutions that exceed

expectations

• Collaborate closely with Field Sales to optimize team selling productivity

• Provide market intelligence to Sales, Product, and Customer Success teams

• Support marketing-led events, webinars, and regional campaigns

Required Qualifications (5+ Years)

• Minimum of 5+ years of inside sales experience in the IT industry

• Proven ability to generate qualified leads through cold calls and email outreach

• Strong communication, teamwork, analytical, and problem-solving skills

• Ability to execute creative strategies to reach senior IT leaders

• Proficiency in CRM systems (Salesforce preferred) and sales tools

• Strong data analysis skills

• Ability to share best practices and continuously improve processes and messaging

• High level of professionalism, confidence, initiative, and motivation

• Ability to work proactively and independently in a dynamic, fast-paced environment

Preferred Qualifications* Experience selling to enterprise or executive-level audiences

• Experience with strategic, high-quality outreach (rather than high-volume calling)

• Experience in SaaS, enterprise software, or IT-related sales

• English reading and writing ability

• Strong interest in building a long-term career in enterprise sales

• Familiarity with TBM, IT financial management, or technology investment

management is a plus

About Apptio

Apptio is the leading SaaS platform for strategic technology investment decisions.

Our solutions are built on Technology Business Management (TBM), a globally

recognized framework supported by a community of more than 10,000 CIOs and

business leaders.

Apptio enables organizations to elevate their IT financial processes and maximize the

business value of technology.

More than 1,800 companies worldwide, including over 60% of the Fortune 100, rely on

Apptio to accelerate their digital transformation.

Founded in 2007 in Washington State, Apptio now operates across 19 global locations.

Apptio Japan was established in 2020 to support the digital transformation of Japanese

enterprises.

We believe deeply in the value our solutions bring to the IT industry and work

passionately with speed, teamwork, and a commitment to continuous improvement.

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Sales Development RepresentativeInside Sales--

Apptio

Apptio

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Marketing Field Sales

Sales Development RepresentativeInside Sales

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Salesforce /Apptio IT

IT TBM

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• Salesforce.com

• Apptio IT TBMIT

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• CRMSalesforce *

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• SaaS / IT

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Apptio

Apptio SaaS

Apptio 1 CIO

Technology Business Management (TBM)

IT

1,800 Fortune 100 60% Apptio

2007 19

2020 DX

Apptio IT

Required technical and professional expertise

• Industry Standard Productivity: Experience with achieving and exceeding industry standard productivity and service levels in sales development, with a focus on high-yield opportunity development. • Leveraging Marketing Insights: Experience in leveraging marketing demand, insights, and intent data to inform sales strategies and build strong client engagement. • Client Engagement Practices: Experience with client engagement practices that drive strong understanding of client needs and preferences, with a focus on Select client segments. • Business Development Expertise: Experience in providing business development for technology solutions, identifying new business opportunities and driving growth. • Data-Driven Sales: Experience with using data and analytics to inform sales decisions and optimize sales performance.

Preferred technical and professional experience

• Advanced Sales Strategies: Experience with developing and executing advanced sales strategies that drive high-yield opportunity development and exceed industry standard productivity and service levels. • Data-Driven Sales Optimization: Experience in leveraging data and analytics to optimize sales performance, inform sales decisions, and drive business growth. • Technology Business Development: Experience in providing business development for technology solutions, identifying new business opportunities and driving growth across various client segments.

IBM 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.