Description and Requirements
CareerArc Code
CA-JK
Hybrid: #LI-Hybrid
Join BMC Software as a Strategic Partnership Director aligned with our top company-wide strategy related to Hyperscaler Go-To-Market (GTM). We are expanding our Global Systems Integrator (GSI) partnerships and are seeking a Sales Account Manager to own and develop BMC's strategic relationship with Accenture. This is a newly established alliance, and the ideal candidate will bring both strategic vision and executional discipline to build a high-impact relationship from the ground up.
Here is how, through this exciting role, YOU will contribute to BMC's and your own success: Building & Owning the Accenture Relationship - Act as BMC's primary point of contact for the Accenture partnership across markets, practices, and geographies.
- Establish the governance framework for the alliance, including QBRs, practice enablement plans, solution alignment, and executive sponsorship.
- Develop deep, trusted relationships with Accenture practice leaders, solution architects, alliance teams, and field sellers.
- Embed BMC technologies into Accenture's advisory, implementation, and managed services offerings-shaping solution plays, delivery assets, and repeatable service practices around BMC products.
Driving Joint Go-to-Market Strategy - Build and execute a comprehensive joint business plan with Accenture, including revenue goals, co-selling motions, pipeline creation programs, and practice development initiatives.
- Launch the first wave of co-developed offerings, value propositions, and industry-specific solution playbooks.
- Coordinate marketing, events, account targeting, and demand-generation programs to accelerate joint opportunities.
- Ensure Accenture consultants, sellers, and delivery teams are enabled and certified to represent and deploy BMC solutions.
- Influencing BMC's Direct Sales Teams.
Champion Accenture as a strategic influencer and delivery partner to BMC account executives. - Educate, motivate, and coach BMC's direct sales teams on how to leverage Accenture to open doors, expand deal sizes, and accelerate deal cycles.
- Lead regular field-alignment sessions between BMC sellers and Accenture partners/teams, including account mapping, opportunity reviews, and deal orchestration.
- Drive co-sell discipline-ensuring both organizations are aligned on opportunity qualification, pursuit strategy, and customer success milestones.
Owning Territory Growth & Revenue Delivery - Represent the full BMC portfolio and work with specialized sellers, solution engineering, partner teams, and marketing to drive overall revenue.
- Build, grow, and deliver a high-quality joint pipeline across named accounts and targeted industries.
- Act as a BMC brand ambassador-internally and externally-by demonstrating integrity, customer-centricity, and solution leadership.
To ensure you are set up for success, you will bring the following skillset & experience:- 7 + years of experience managing US-based strategic enterprise technology accounts
- Direct, prior experience working with Accenture is required, with deep understanding of its business model, alliance structure, and buying dynamics
- Proven success as an Enterprise / Channel / Strategic Account Manager or Alliance Leader
- Demonstrated high-tenure record of consistent sales and partnership achievement
- Proven ability to manage the full sales lifecycle, from pipeline generation (PG) through closing and managing the largest, most complex strategic deals
- Strong background in strategic software sales, ideally in partner-led or alliance-driven environments
- Demonstrated ability to create and execute joint business plans, influence partner sellers, and orchestrate multi-party pursuit teams.
- Experience embedding technology into partner service lines or developing partner-led service offerings (preferred).
- Understanding of advisory-led selling, co-selling motions, and partner influence in complex enterprise environments.
- Strong business acumen around pipeline development, forecasting, competitive landscapes, and enterprise buying centers.
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