Sales Manager - Scale Alliances & Partnerships - Germany

Basic Information

Country

Germany

State

NA

City

Remote

Date Published

12-Apr-2022

Job ID

33588

Travel Amount

up to 50%

Description and Requirements

BMC are continuing to significantly invest in transforming our Partnerships and our growing our Indirect GTM.

In FY22, we have continued to experience exponential indirect Incremental revenue growth of 70%+ YOY which has been sourced and closed by our partners.

This is an extremely exciting time to join a growing company and successful team! The International Business Development Group is a strategic organization within BMC,  with the mission of “Unifying the power of BMC & our Partners to provide an unparalleled, incremental growth engine of $100M, delivering world class customer value & innovation”. 

Role Description

We are currently looking to hire an exceptional A-Player talent with a growth mindset and a track record of engaging at an executive level. The successful candidate will lead the strategic acquisition and development of new scale partnerships across Germany to add further scale, impact and hyper growth to the business.

As we continue to transform, reinvent and grow our indirect channel, the primary responsibility of the Acquisition and Development Leader is to recruit, onboard and develop new ‘scale partnerships’ to expand our Partner ecosystem, delivering unapparelled customer value and market coverage across all GTM segments of the EMEA region. 

Main Responsibilities:

 Analyze and select the target markets to prioritize the partnership acquisitions

 Identifying the potential target partnerships based on the business requirements and/or priorities

 Create a tailored value proposition for the specific partnership (value for Partner, Customers and BMC

 Engage with the partner’s executives in a sales process to position BMC and understand the value BMC will create for our potential partner through a collaborative partnership analysis (CPA)

• Onboard and Launch the Partnership (business case, investment plan, executive alignment, business goals, PR campaign etc)

 Create a specific onboarding and enablement plan (sales, presales, services, marketing, business processes)

 Business development with the new partner (demand creation, opportunity progression and forecasting etc)

 Continuous development of the partnership capabilities based on the business requirements

 Lead the end to end Partner relationship across all the GTM segments and regions

 Collaboration with the different BMC stakeholders to achieve the common success goal with the new partnerships

 Overachieve the set goals in terms of Partnership acquisitions and revenue closed


The Experience You’ll Bring

Experienced and proven track record of acquiring and building new scale partnerships. Ability to build tailored partner value propositions which result in sustainable and long term growth. The track record of being able to engage and develop relationships at an Executive level.

  • Experience of building Executive relationships which yield high levels of business growth
  • Ability to manage and engage multiple stakeholders
  • A consistent track record of sales quota over-achievement
  • Have a sales creation mentality (business development + demand creation activity)
  • An extensive network of Software Resellers and System Integrators relevant to BMC’s market
  • Ability to analyze data and understand market dynamics
  • Able to create compelling value propositions which benefit BMC, Partner, and the customer
  • Ideally, experience of direct and indirect selling
  • An ability to create and execute a go-to-market business plan
  • Experience in creating and executing transformation in an enterprise technology environment
  • Ideally knowledge and experience of selling SaaS solutions
  • High level of communication skills and the ability to connect at all levels
  • Ambition to succeed and passion for developing partnerships  
  • Competitiveness but acts with integrity.

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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.

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