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Basic Information

Job Name
Account Mgr - India
Country
India
State
Delhi
City
New Delhi
Date Published
18-Nov-2025
Job ID
46021
Travel
up to 50%
Looking for details about our benefits? You can learn more about them by clicking HERE

Description and Requirements

CareerArc Code
CA-DN
#LI-DN1
Hybrid: #LI-Hybrid

"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 Software 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.

About the Role – Team Leader (Account Management)

The Team Leader will drive BMC Helix’s software business across North & East India, leading a team of Account Managers responsible for revenue growth, customer success, and market expansion across key enterprise verticals such as Banking, Government, Telecom, Manufacturing, Pharmaceuticals, GCCs, and Public Sector Undertakings.

This is a leadership role requiring strong commercial acumen, proven enterprise sales experience, exceptional people management skills, and the ability to drive predictable, repeatable, and scalable business outcomes.


Here is how, through this exciting role, you will contribute to BMC's and your own success:

Sales Leadership & Revenue Accountability

  • Lead, coach, and develop a high-performing team of Account Managers to consistently overachieve quota.
  • Own individual and team quotas; drive predictable revenue delivery for the region.
  • Build and manage accurate monthly, quarterly, and annual forecasts; ensure strong pipeline hygiene and predictable execution.
  • Engage directly in high-value transactions to maximize deal quality, ensure strategic alignment, and drive best practices.
  • Develop territory and business plans to achieve revenue, pipeline, and customer growth objectives.

Team Development & Performance Management

  • Act as a mentor and coach—upskilling Account Managers through continuous enablement, sales methodology reinforcement (MEDDIC/BANT), and opportunity coaching.
  • Set clear KPIs, performance expectations, and accountability metrics for the team.
  • Run structured 1:1s, team meetings, performance reviews, and development discussions.
  • Drive talent retention strategies; identify and attract top sales talent for the region.

Customer & Market Engagement

  • Foster strong CXO-level relationships across target accounts and industries.
  • Support the team in navigating complex enterprise environments, influencing key stakeholders, and securing executive sponsorship.
  • Ensure high levels of customer satisfaction, reference ability, and long-term account value.
  • Provide continuous market intelligence to Product Management and Business Units, including customer needs, competitive insights, and emerging trends.

Business & Operational Excellence

  • Conduct routine business analysis to identify gaps, risks, and accelerators across the funnel; execute corrective actions proactively.
  • Build a strong operating rhythm with solution engineering, marketing, customer success, product teams, and global functions.
  • Collaborate with Marketing to plan and execute regional campaigns, customer events, and demand generation initiatives.
  • Ensure accurate usage of SFDC and adherence to compliance, documentation, and sales process standards.

Cross-functional Leadership

  • Partner with global and regional teams across R&D, Customer Support, Product Management, Alliances, and Marketing to ensure customer success and regional business momentum.
  • Represent the voice of the customer internally and drive continuous improvements across the value chain.
To ensure you’re set up for success, you will bring the following skillset & experience:

  • 15+ years of overall sales experience, including 5+ years in sales leadership/people management roles.
  • Proven track record in enterprise software sales with demonstrable success in complex, multi-stakeholder environments.
  • Strong experience in selling to large enterprises across Banking, Telecom, Government, Manufacturing, Pharmaceuticals, IT/ITeS, and GCCs.
  • Demonstrated ability to coach, inspire, and transform Account Managers into A-players.
  • Hands-on experience in running territory plans, business plans, forecasting cycles, opportunity reviews, and sales operating rhythms.
  • Existing strong CXO relationships across key enterprise accounts; ability to leverage networks to accelerate account penetration.
  • Strong negotiation, pricing, commercial structuring, and deal governance skills.

Technical & Functional Skills

  • Strong understanding of ITSM, ITOM, AIOps, Automation, Cloud, Capacity Optimization, and related enterprise technologies.
  • High proficiency in PowerPoint and Excel (pivot tables, commercial constructs, data analysis).
  • Strong CRM discipline (preferably SFDC) and analytics-driven decision making.
  • Deep understanding of MEDDIC/BANT qualification frameworks and end-to-end enterprise sales cycles.
  • Ability to interpret business trends, competitive landscapes, and customer priorities to shape strategic conversations.

Leadership & Personal Attributes

  • High integrity, strong work ethic, and a role model of BMC’s cultural values.
  • Highly coachable, adaptable, and comfortable with feedback.
  • Excellent communication and executive presence.
  • Ability to collaborate across cultures and geographies and work effectively with global teams.
  • Strategic thinker with strong execution skills and the ability to operate both operationally and hands-on when required.

What Success Looks Like

  • Consistent overachievement of revenue & pipeline targets
  • High team engagement, low attrition, and a strong bench of future leaders
  • Predictable forecasting accuracy
  • Increased share-of-wallet in strategic accounts
  • Strong customer satisfaction and reference accounts
  • High-quality, competitive win rates in key opportunities
  • Strong cross-functional collaboration and internal stakeholder alignment

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! 

 

BMC is committed to equal opportunity employment regardless of race, age, sex, creed, color, religion, citizenship status, sexual orientation, gender,  gender expression,  gender identity, national origin, disability, marital status, pregnancy, disabled veteran or status as a protected veteran.  If you need a reasonable accommodation for any part of the application and hiring process, visit the accommodation request page.

BMC Software maintains a strict policy of not requesting any form of payment in exchange for employment opportunities, upholding a fair and ethical hiring process.




(Returnship@BMC)

Had a break in your career? No worries. This role is eligible for candidates who have taken a break in their career and want to re-enter the workforce. If your expertise matches the above job, visit to https://bmcrecruit.avature.net/returnship know more and how to apply.

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! 

 

BMC is committed to equal opportunity employment regardless of race, age, sex, creed, color, religion, citizenship status, sexual orientation, gender,  gender expression,  gender identity, national origin, disability, marital status, pregnancy, disabled veteran or status as a protected veteran.  If you need a reasonable accommodation for any part of the application and hiring process, visit the accommodation request page.