Helix Partner Account Manager

BMC Helix Americas Channel Manager

At BMC trust is not just a word - it's a way of life! We are an award-winning, equal opportunity, culturally diverse, fun place to be. Giving back to the community drives us to be better every single day. Our work environment allows you to balance your priorities, because we know you will bring your best every day. We will champion your wins and shout them from the rooftops. Your peers will inspire, drive, support you, and make you laugh out loud! We help our customers free up time and space to become an Autonomous Digital Enterprise that conquers the opportunities ahead - and are relentless in the pursuit of innovation!BMC Helix Sales Professionals have the power to transform entire organizations. With your high-energy, dedication, and passion you will focus on designing and executing a go-to-market strategy, delivering revenue growth and customer happiness. If you are looking for a company that gives you the freedom to expand your role, focuses highly on your professional development through continuous enablement, gives you an environment where you would feel happy to come to work, then BMC is the place to be.As a BMC Helix Americas Channel Manager, you play a pivotal role in developing and managing strategic partnerships to drive revenue growth and market expansion for BMC Helix's suite of products and services. You will be responsible for identifying, cultivating, and nurturing relationships with value added resellers (VARs) and the internal sales team to maximize business opportunities and achieve sales targets. This role demands a dynamic individual with strong interpersonal skills, business acumen, and a passion for building mutually beneficial partnerships.

Sales:

• Collaborate with internal and VAR sales teams to align activities with overall sales objectives and revenue targets
• Provide partners with the necessary sales tools, resources, and support to effectively promote BMC Helix's solutions and services throughout the sales process
• Identify cross-sell and upsell opportunities in VARs' renewals and growth pipeline
• Remove internal and external friction to accelerate sales cycles
• Provide VAR channel perspective of top opportunities per quarter
• Be an expert in transacting through partners

Partner Relationship Management:

• Develop and maintain strong, collaborative relationships with strategic partners
• Build joint business plans with key partners for current
• Identify, target, recruit, and onboard new partners
• Act as the primary sales point of contact for partners, addressing sales inquiries, resolving sales issues, and ensuring a high level of partner satisfaction
• Identify sales training and enablement needs and involve appropriate resource to address them
• Coordinate pipeline generation efforts between partners, marketing, and direct sales teams
• Leverage Sales Partner Rebate Program to maximize investments and incentives

Business Development:

• Monitor industry trends, competitive landscape, and market dynamics to identify new partnership opportunities and potential areas for growth
• Drive joint go-to-market strategies and initiatives to expand BMC's presence within the BMC Helix install base and greenfield accounts

To ensure you're set up for success, you will bring the following skillset & experience:

• You can embrace, live and breathe our BMC values every day!
• 6+ years of proven success selling in the SaaS industry
• You will have worked effectively as a team member while also providing team-on-team leadership and orchestrating the internal and external resources needed to effectively manage the sales process
• You have previously demonstrated your ability to further develop your business as a trusted partner by an in-depth understanding of pipeline, business practices, industry trends, and competitive landscape