Product Account Leader – Digital Business Automation - Japan

Basic Information

Country:

Japan

State:

NA

City:

JPN Tokyo

Date published:

12-Apr-2019

Job ID:

24919

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.


JOB RESPONSIBILITIES:


  • Achieve or exceed license and services new booking goals each quarter.
  • Territory target is whole of Japan
  • Cross-sell DBA solutions into current BMC target accounts.
  • Expand account relationships to ensure long term value realization of BMC product
  • Collaborate with BMC's account manager and other product line Account Managers (Sec Ops, Performance & Analytics, and Digital Service Management) to drive maximum revenue for BMC
  • Qualify, generate, and execute on opportunities that provide profitable revenue to BMC
  • Understand Value Selling, Value Based Negotiations, and Business Value Assessment models.
  • Build an effective pipeline and execute on each phase of the Value Selling process
  • Articulate a vision that resonates with the customers and demonstrates value.
  • Use two-sided discovery to uncover the key drivers of value for the customer.
  • Utilize sales best practices, industry trends, & market knowledge in a repeatable sales process.
  • Incorporate knowledge of DBA solutions, a customer's business, key competitors, and proof points into a sales process that uncovers the best value based BMC Solutions for customers.
  • Build trust & confidence with customers, partners, and BMC through unquestionable integrity
  • Be recognized as a trusted advisor by customers
  • You can promote the value of BMC’s solutions in the negotiation process to drive maximum margin for the company.
  • Having experience in the DBA space is a plus but not mandatory/we are looking for strong sales talents, we can teach you our technologies
  • We are looking for a self-motivated, success driven individual with sales experience, Partner Management skills with some tech capabilities.
  • You know how to establish a repeatable sales process shaped by an in-depth understanding pipeline, business practices, industry trends, and the competitive landscape
  • You have access to decision makers in relevant industries and can further develop the business network that will make BMC a trusted partner, now and in the future.
  • Establish strong working relationship with existing and new partners.
THE EXPERIENCE WE OFFER:
  • We’ll make you a part of an invigorating sales process with a strong close rate
  • We have a commission scheme designed for high performers, with all the perks you’d expect and some that will surprise you.
  • We hire the best performers in every area, people who are the perfect blend of competitive and supportive to help you succeed in your career
  • We offer uncapped earnings and our quotas are challenging but realistic.
  • We want our people to be the best in their fields, and we offer unbeatable training and growth opportunities
  • We’re a meritocracy, and we offer promotion opportunities based on performance, not politics
  • A career that expands your mind and your horizons. Peers who inspire you, drive you, support you, and make you laugh out loud. An environment that fosters individuality and personal growth. All at a company that is committed to leading the industry in the delivery of digital services for the business transformation. That’s BMC.

SKILLS, QUALIFICATIONS AND PREFERRED EXPERIENCE:

  • Disciplined and methodical approach to new business, demand creation, and pipeline generation
  • National Account Management experience leveraging distributed multicultural teams
  • Extensive Partner/Systems Integrator/Outsourcer experience of sell-to, ideally with a large partner base of knowledge and experience.
  • Highly motivated, independent and flexible, with strong team-directed abilities and a collaborative, ‘whatever it takes’ attitude.
  • Familiarity with IT Automation tools - Control-M Workload Automation a plus
  • Good verbal and written communication English language skills and the ability to interpret and answer complex technical questions, provide customer follow-up and contribution to knowledge base content.
  • Creatively solves complex tasks by applying judgement to select the best approach to achieve desired outcomes.
  • Understands how function and role contribute to business goals.
  • Collaborates with others both within the discipline and on cross-functional teams.
  • Plans and completes assignments independently with little supervision.

EDUCATION AND EXPERIENCE:

  • Bachelor’s degree or equivalent with a minimum of 5 years of professional experience OR advanced degree with 3 years of experience required.

TYPE OF ROLE:

  • We are open to contract and/or permanent role.

#LI-CC1

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.