Account Manager

Description and Requirements

From core to cloud to edge, BMC delivers the software and services that enable over 10,000 global customers, including 84% of the Forbes Global 100, to thrive in their ongoing evolution to an Autonomous Digital Enterprise. Account Manager  Your key objectives? To meet/exceed quarterly revenue goals, increase our product foot print, build larger deals, and expand territory size over time. Our most successful strategic account managers are relationship builders who gleefully embrace the title of “visionary collaborator.” You will be rewarded with unbeatable relationships with major, bragging-rights accounts. You will act as the main point of contact for the strategic accounts and be supported by top Talented Product specialized Account Managers, Presales & Value Engineers throughout the full sales cycle. Responsibilities: • Consistently exceed software licence new & renewals targets on a quarterly basis• Managing some of our top tier accounts with the responsibility to sell across our full portfolio of solutions• Collaborate with Product Account Managers aligned to the 3 business units to drive, qualify and execute on opportunities that provide profitable revenue to BMC within our existing major accounts • Participate in pipeline generation events to build an effective pipeline and execute on each phase of the Value Selling process • Diagnose customer needs and recommend value-based solutions that re?ect a clear understanding of BMC’s products and services, primary di?erentiators, customer segments, and key competitors’ o?erings. In brief, you know what they need, you know who we’re up against, and you know why we’re better • Utilise sales best practices, industry trends and market knowledge in a repeatable sales process • Build trust and confidence with customers, partners and colleagues through unquestionable integrity and professionalism• Participate in regular sales enablement workshops with solution leads• Be a BMC brand ambassador both internally and externally• Engage with dedicated pre-sales, inside sales and internal ecosystem colleagues to achieve common goals • Collaborate in regular forecast meetings with leadership The Experience You’ll Bring • You will have a proven sales track record in selling software solutions to Top tiers / Strategic customers• You know how to establish a repeatable sales process shaped by an in-depth understanding of pipeline, business practices, industry trends, and the competitive landscape. • You will have in-depth experience managing complex environments and are skilled at forecasting and territory planning • You have access to decision makers in relevant industries and can further develop the business network that will take BMC a trusted partner, now and in the future• You can work effectively as a team member while also providing team-on-team leadership and orchestrating the internal and external resources needed to effectively manage the sales process • You can promote the value of BMC’s solutions in the negotiation process to drive maximum margin for the company• Ideally you will have formal sales training (MEDDIC, Miller-Heiman, Sandler, Solution Selling etc.)• Strong business acumen and professionalism• You will have excellent customer focus, strong attention to detail and have the ability to operate in a dynamic sales organization *LI-JC1


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