Strategic Global Account Manager - GOSI

Basic Information

Country:

USA

State:

Texas

City:

USA Plano

Date published:

15-Mar-2019

Job ID:

25197

Description and Requirements

BMC helps customers run and reinvent their businesses in the digital age by tackling their IT management challenges, championing their innovation, and celebrating their success.


Every BMC employee has the potential to have a tremendous impact on customer success—and when customers thrive, we all do.


 BMC offers bold and fearless career-seekers like you the opportunity to expand your skills, your network, and your horizons as you work to enable customer growth and innovation every day. You will be surrounded by peers who inspire you, drive you, support you, and make you laugh out loud, in an environment that fosters individuality, respect, and personal ambition.



Strategic Global Account Manager - GOSI

Company:

BMC helps customers run and reinvent their businesses with open, scalable, and modular solutions to complex IT problems. Bringing both unmatched experience in optimization and limitless passion for innovation to technologies from mainframe to mobile to cloud and beyond, BMC helps more than 10,000 customers worldwide reinvent, grow, and build for the future success of their enterprises, including 92 of the Forbes Global 100.

BMC’s Global Outsourcer and System Integrator (GOSI) business unit serves the world’s largest and most complex GOSI partner accounts. These premier accounts are managed by a team of experienced Strategic Global Account Managers (GAM) with the objective to establish and grow BMC’s footprint through converged approach to both direct and indirect sales.

 

Position:

The Strategic Global Account Manager will have primary responsibility for BMC to the most strategic outsourcers and system integrators within BMC across co-sell, sell-to and re-sell go-to-market motions. The Strategic GAM will manage a dedicated global account team and be responsible for overall account management including the creation and execution of a multi-year strategic partnership plan, building executive relationships, identifying strategic sales play and offerings, facilitating engagement between BMC field reps and the GOSI partner account, owning P&L responsibility, goal attainment and revenue growth. The Strategic GAM requires a strong entrepreneurial and creative spirit, while taking a consultative approach to selling.  He/she works toward a trusted advisor status serving as the executive contact across the customer on behalf BMC, communicating BMC’s unique value. He/she leads the overall partner account strategy with collaborative management of field & GOSI sales, specialist, pre-sales and ecosystem resources to ensure value-added benefits and deeper/wider reach into the partner account.  

 

 Location

Dallas, Texas

 

Skills and Requirements

  • 10+ years of experience as enterprise software seller and 5 years of experience working with Global Outsourcers & System Integrators
  • Demonstrable track record of exceeding targets, including “sell to” (proof of performance required)
  • Proven ability to successfully build, drive and run global program initiatives, selling with (influence/teaming), selling to (as end customer and managed service provider) and selling through (re-sell) a partner account
  • Ability to inspirationally communicate and execute strategy across teams, driving exceptional collaboration with field sales, professional services & the full partner ecosystem, as needed
  • High degree of executive presence; proven ability to persuade senior executives and build & sustain meaningful account/partner relationships that span business and technical domains
  • International business acumen and ability to leverage a complex global selling ecosystem
  • Poise under pressure, uncompromising ethical core, and inspired work ethic
  • Disciplined and maniacal focus on forecast management, new business, demand creation, and pipeline generation
  • Proven success as an individual contributor and as a sales leader
  • Ability to consistently deliver quarterly revenue metrics while maintaining long term account strategy
  • Experience negotiating complex global agreements
  • Availability to work and travel outside domestic business hours regularly
  • Demonstrated leadership that promotes and exemplifies the highest levels of teamwork, personal accountability, and mutual support
  • Success selling complex solutions including SaaS, utilizing a defined sales process
  • Bachelor’s degree or higher

 


*LI-MR1
It is the policy of BMC Software to afford equal opportunity for employment to all individuals regardless of race, color, age, national origin, physical or mental disability, history of disability, ancestry, citizenship status, political affiliation, religion, gender, transgender, gender identity, gender expression, marital status, status as a parent, sexual orientation, veteran status, genetic information or other factors prohibited by law, and to prohibit harassment or retaliation based on any of these factors.