Solution Consultant – Presales Apptio (f/m/x)
Descrizione dell'offerta
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
As a Solution Consultant with a strong focus on FinOps and Technology Business Management (TBM), you act as technical and functional advisor in the sales process. You translate business, financial, and IT requirements into scalable cloud and IT financial management solutions. You guide customers end‑to‑end from initial discovery to value realization and proof‑of‑value validation.
Your mission: making transparency, cost control, and business value measurable across IT and business domains.
Here’s What Your Day‑to‑day May Look Like
Discovery & Value Definition
- Conduct executive discovery sessions with CIO/CTO/CFO/FinOps/IT Controlling stakeholders
- Build a combined FinOps & TBM use‑case backlog (cloud cost transparency, IT tower transparency, service costing, showback/chargeback, forecasting, Kubernetes cost insights, anomaly detection, etc.)
- Translate strategic goals into KPIs and value stories
FinOps & TBM Advisory
- Advise on FinOps maturity, cloud cost transparency, optimization strategies, and tagging/labeling frameworks
- Advise on TBM Framework, TBM Taxonomy, allocation and service costing models
- Design target architectures (Apptio, Cloudability, Kubecost, Turbonomic) including data sources (GL/ERP, CMDB, HR, PPM, Cloud Billing)
- Define KPI suites (e.g., unit costs, TCO, run/grow/transform ratios, cloud optimization metrics)
Solution Design & Data Integration
- Create data pipelines based on FinOps and TBM models
- Configure relevant Apptio solutions
- Create reports and dashboards for finance, IT, DevOps, and executive stakeholders
Technical & Business Validation
- Perform proofs‑of‑value using customer data, demonstrating tangible improvements (allocation quality, unit‑cost baselines, savings potential)
- Develop value scenarios, baseline‑to‑target comparisons, and ROI models
RFP/RFI Leadership & Thought Leadership
- Produce high‑quality RFI/RFP responses
- Represent the company at events, webinars, and internal enablement sessions
Customer Feedback & Collaboration
- Collaborate closely with product and engineering teams to provide structured feedback
- Support customers in establishing governance models (FinOps domains, TBM councils, RACI)
Example Use Cases
- Cloud cost transparency & cost allocation
- Kubernetes cost allocation & rightsizing
- IT tower and service transparency
- TCO modeling for applications & products
- Budgeting, forecasting & scenario planning
- Vendor spend analytics
Required Technical And Professional Expertise
Your Profile - What You Bring
We are looking for a professional who combines technical know‑how with a solid understanding of finance paired with strong communication skills. If you enjoy working with customers, solving complex IT‑financial problems, and connecting IT with business goals, this role is for you.
Education
- University degree (Bachelor or higher) in Finance, Business Administration, Information Systems, or a similar field
Experience
- A long and extended track record in a Presales, Solution Consulting, or Sales Engineering role
- You have worked with IT departments in different industries and company sizes
- Experience engaging with IT, Cloud, DevOps, and Finance stakeholders
- Strong value‑selling capability and executive communication skills
FinOps & TBM Knowledge
- Deep understanding of cloud cost models and FinOps practices
- Knowledge of TBM Framework, taxonomy, allocation models, and service costing
- Experience with Cloudability, Apptio, Kubecost, or similar tools
- Strong data modeling, financial analysis, and quality management skills
- Understanding of cloud billing, Kubernetes, automation, and ITIL processes
Languages
- Fluent in Italian and English (written and spoken at least C1)
- Knowledge of other European languages is a plus
Preferred Technical And Professional Experience
We are looking for someone who understands both technology and business. If you enjoy working with data, IT systems, and people, these additional skills will support your success in the role:
- FinOps Practitioner/Professional or equivalent certification
- TBM certification (TBM Council)
- ITIL 4 Foundation
- Experience with BI tools such as Power BI or Tableau