Customer Lifecycle Architect - flexible location

Basic Information

Country:

Germany

State:

NA

City:

Germany

Date published:

20-Apr-2021

Job ID:

29902

Travel Amount:

up to 25%

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.

Digital Business Automation Customer Lifecycle Architect Role Description


Flexible Location: You will be covering the Switzerland and Austria regions so the key requirement would be German and English fluency, but you could reside anywhere within this region in Europe


Our Customer Lifecycle Architects (CLA) are the perfect balance of tech savvy and visionary leaders, who mentor and shape the understanding of BMC Software’s Digital Business Automation (Control-M) solutions within their accounts. 

As such their primary objective will be to drive the value that our customers realize from these solutions by accelerating the adoption and expansion of our Control-M family of products within the target clients.  Additionally, the CLA will work to identify and neutralize potential threats to the Control-M install base within their accounts.  


Our CLA will be assigned to up to five customer accounts where they will serve as a trusted automation advisor to the client stakeholders and work to identify initiatives and new areas of the business that would benefit from Control-M.   


To be a successful Customer Lifecycle Architect, you will need to be comfortable speaking to all levels of the customer’s organization from technical users, department managers, business stakeholders and up to C-level executives.  If you have experience of leading by example, working autonomously across multiple levels within an organization, researching business and IT initiatives and building new relationships within large organizations then this role is for you.  CLA’s will utilize  value-based selling methodologies, produce customer Adoption Plans, Roadmaps and related internal and client-facing documentation, perform technical assessments and solution demonstrations and collaborate with colleagues from the BMC Software Sales, Pre-Sales, Services, Product Mgmt and R&D organizations. 


The CLA will identify and qualify new business opportunities within their accounts to grow Control-M related revenue as well as build business cases to support the acceleration of forecasted license renewals.  To achieve these objectives a successful CLA candidate will be able to:


EXPLORE to Maximize Customer Intelligence Information

  • Identify expansion targets by continuously searching for untapped opportunities in our customer organization

PROMOTE to Maximize Awareness of the capabilities of our solutions to current and potential users

  • Gain better understanding of customer’s emerging business problems, target with matching/relevant awareness methods throughout our customer-organizations, and promote CTM as viable solution to their problems

CONVERT to Maximize Adoption of our Control-M solutions within the existing ‘footprint’ and new business areas

  • Provide superior value for our customer organizations in order to increase the conversion of awareness to adoption at a much higher rate than for the New Logo opportunities

Capabilities & Technical Requirements


Experience selling, implementing and converting to Control-M from competing tools

  • Capable of designing and performing Control-M Solution Overviews and Technical Demonstrations
  • Understands and can deliver all technical actions surrounding a Value Based Selling Value Realization activity
  • Can have a legitimate and thoughtful conversation around the future direction of Automation within the industry and specific client environment
  • Is conversant in frequently used Use Cases that customers in their relevant market vertical are most interested in
  • Can quickly asses the alignment of Control-M to the current and future needs of the business and identify any obstacles that are preventing the organization from fully adopting their currently licensed toolset
  • Has experience with enterprise Workload Automation Tools and Processes, and related technologies, such Cloud, SaaS, Serverless Technologies, Big Data, Managed File Transfer, Containers and an understanding of IT DevOPS practices, etc…
  • Able to identify relevant Business and Automation initiatives that can be supported by Control-M from a variety of sources (internal and external the client) and independently identify and establish relationships with the owner and beneficiaries of those initiatives.
  • Ability to create customer facing deliverables to articulate the value and business impact currently provided by the client’s Control-M investment as well as developing forward looking detailed Adoption Plans and Roadmaps that identify the recommend actions and activities that should be undertaken to enhance the customer’s ability to efficiently support their business objectives with Control-M. 
  • Naturally sought out by all levels of technical experts within the customer environment to leverage their knowledge and understanding of both Control M and the Automation market.
  • Capable of developing and providing deep account intelligence that provides the strong likelihood of creating off-cycle New Bookings opportunities and the likelihood of pulling existing opportunities forward
  • Has a deep understanding of the account plan for each supported customer and contributes to the strategic roadmap, sales target and recruiting of executive sponsors

-  Understands Value Based Selling process and helps the Sales organization with collateral

-  Adept communicator at all levels of the customer ecosystem and able to develop champions and contacts across all levels of the business

-  Has a deep understanding of competitive landscape for installed Workload Automation solutions

-  Conducts extensive whitespace exercise mapping all door opportunities within         account


It is the policy of BMC Software to afford equal opportunity for employment to all individuals regardless of race, color, sex, 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, protected veteran status, genetic information or other factors prohibited by law, and to prohibit harassment or retaliation based on any of these factors.

If you need a reasonable accommodation for any part of the application and hiring process, visit the accommodation request page.