Product Account Manager- DSM- Northeast- Strategic

Basic Information




New York



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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.

The BMC Software Product Account Manager -  DSM/ITSM is responsible for working directly with Area Sales Management, their account teams and customers selling IT service management solutions into assigned strategic, corporate and/or global accounts. This specialist will focus on working with both existing and new logo account opportunities from qualification to closure to drive Service Support (ITSM) revenue by accelerating the rate and size of deals.  Key objectives are to achieve their revenue goals and defined growth targets each quarter.   This resource will be expected to be a subject matter expert and evangelist in the ITSM space and be “fluent” in ANY ITIL or ITSM situation.  This includes a deep understanding of how ITSM fits into a broader BSM platform, the business drivers/initiatives supported by ITSM, the competitive landscape, industry trends, and analyst research etc…   This candidate must be able to articulate a vision that resonates with the customer and must be able to align value to key business problems being addressed by the solution being proposed.     Builds trust with others by acting authentically and with integrity and taking initiative to lead the sales process.  Works effectively as a team member but is also able to facilitate the sales opportunity by providing 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 and leverages the value of our solutions in the negotiation process to drive maximum margin for the company.  The ideal candidate establishes customer relationships that enable BMC to be viewed as a trusted advisor. 5 + years selling in the IT Space - Enterprise Sales experience (Large account experience with consistent and demonstrable C’ level contacts) - Aggressive, self-motivated, hunter mentality - Proven record of consistent over achievement of quota - Proficient in the use of applications such as; Excel, Word, PowerPoint and Outlook; Excellent presentation & Communication skills.   Additional qualifications:   - 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.
KNOWLEDGE, SKILLS, AND ABILITIES: Uses full understanding of discipline to resolve complex issues in creative and efficient ways. Applies judgement in evaluating and proposing recommendations to resolve issues that often require deep analysis and interpretation of data. Participates in, and may lead, cross-functional and department teams. Plans and executes tasks with very little supervision. EDUCATION AND EXPERIENCE: Bachelor’s degree or equivalent with a minimum of 8 years of professional experience OR advanced degree with 6 years of experience required.

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.