Description and Requirements
CareerArc Code
CA-JK
Remote: #LI-Remote
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.
#LI-Remote
Our commitment to you! BMC's culture is built around its people. We have 6000+ brilliant minds working together across the globe. You won't be known just by your employee number, but for your true authentic self. BMC lets you be YOU!
If after reading the above, You're unsure if you meet the qualifications of this role but are deeply excited about BMC and this team, we still encourage you to apply! We want to attract talents from diverse backgrounds and experience to ensure we face the world together with the best ideas!
The annual base salary range represents the low and high end of the BMC salary range for this position. Actual salaries depend on a wide range of factors that are considered in making compensation decisions, including but not limited to skill sets; experience and training, licensure, and certifications; and other business and organizational needs.
The range listed is just one component of BMC's employee compensation package. Other rewards may include a variable plan and country-specific benefits.
At BMC, it is not typical for an individual to be hired at or near the top of the range. This roles compensation includes a mix of base salary and variable pay. The base salary range is $170,00 - $195,000 with an On-Target Earnings (OTE) range of $ 283.330 - $32500 with split 60/40
The annual base salary range represents the low and high end of the BMC salary range for this position. Actual salaries depend on a wide range of factors that are considered in making compensation decisions, including but not limited to skill sets; experience and training, licensure, and certifications; and other business and organizational needs.
The range listed is just one component of BMC's employee compensation package. Other rewards may include a variable plan and country-specific benefits.
At BMC, it is not typical for an individual to be hired at or near the top of the range. This roles compensation includes a mix of base salary and variable pay. The base salary range is $192,300 - $235,080, with an On-Target Earnings (OTE) range of $320,500 - $391,800.
Min Salary - NEW
192,300
Max Salary - NEW
235,080
Sales - OTE Min
320,500
Sales - OTE Mid
356,150
Sales - OTE Max
391,800
