Account Mgr- Houston, TX- $ 100.000+

Position Title: Outsourcer Sales Account Manager

Position Description:

BMC is currently recruiting for a Outsourcer Sales Account Manager.   This individual will be part of BMC’s Enterprise Systems Management business unit supporting key Global Outsourcer/ System Integrator Clients.


Position Responsibilities:  

Core responsibilities will include but are not limited to:

-Achieving quarterly revenue attainment targets

-Global account planning that includes India specific objectives that support overall global account strategy

-Establish and maintain mutual selling goals with the management teams of assigned outsourcer/s

-Meet with local technical teams in order to create and rollout technical enablement across outsourcer

-Identification and support for integrator’s key pursuits

-Pipeline generation and opportunity promotion against performance objectives

-Ability to articulate BMC’s value proposition to both outsourcers and clients in a way that clearly demonstrates BMC unique differentiators the market place.

-Establish and/or maintain BMC Solutions as the outsourcer’s “standard”

-Introduce and manage selling activities between BMC direct field sales and assigned outsourcer/s.

-Utilize Salesforce.com to manage accurate sales forecasts and report on key activity


Qualifications

Requirements:

Able to consistently qualify, generate, and execute on opportunities that provide profitable revenue to BMC. Consistently builds an effective pipeline and executes on each phase of the sales process. Articulates a vision that resonates with the customer and demonstrates value. Applies a thorough understanding of business practice, industry trends, and the competitive landscape to carry out a repeatable sales process. Incorporates knowledge of our products and services, the customer, and key competitors into the sales process and uses that knowledge to uncover customer needs and create value based solutions. Is intellectually curious and able to bring an energy and spirit of innovation to the role. Builds trust with others by acting authentically and with integrity. Works effectively as a team member but is also able to facilitate the sales opportunity by providing team-on-team leadership and orchestrating the internal and external resources needed to effectively manage the sales process. Uses two-sided discovery to uncover the key drivers of value for the customer. Is skilled in articulating the value of our solutions and is able to clearly differentiate the company’s solutions in the marketplace. Leverages the value of our solutions in the negotiation process to drive maximum margin for the company. Establishes customer relationships that enable BMC to be viewed as a trusted advisor.


This individual must be able to:

-Work as part of a global team with a matrix management structure

-Leverage local teams to deliver education or technical expertise when needed

-Understand and utilize BMC’s established sales process

-Must have demonstrated consistent achievement against revenue goals/performance objective


Additional requirements:

-Must have 10+ years of experience selling software into enterprise clients

-Must have 2+ years working in similar capacity with outsourcers; experience with Indian outsourcers a plus

-Must have Bachelor’s degree or greater


BMC is an Equal Opportunity Affirmative Action Employer.

BMC Software helps leading companies around the world put technology at the forefront of business transformation, improving the delivery and consumption of digital services. From mainframe to cloud to mobile, BMC delivers innovative IT management solutions that have enabled more than 15,000 customers to leverage complex technology into extraordinary business performance – increasing their agility and exceeding anything they previously thought possible. 


BMC Software. It’s amazing what IT was meant to be.
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