Indirect Sales Mgr

Basic Information

Country

Japan

State

NA

City

Tokyo

Date Published

02-Nov-2022

Job ID

35516

Travel Amount

up to 50%

Description and Requirements

#LI-RV1
BMC works with 86% of the Forbes Global 50 and customers and partners around the world to create their future. With our history of innovation, industry-leading automation, operations, and service management solutions, combined with unmatched flexibility, we help organizations free up time and space to become an Autonomous Digital Enterprise that conquers the opportunities ahead.

Indirect Sales Leader and Channel Manager

BMC are significantly investing and transforming the Partner Ecosystem all over the world and create a significant opportunity to expand our reach to white space. We are currently looking to hire exceptional talent for the very important role for Japan market, Indirect Sales Leadership and Channel Management role for Japan.

The Indirect Sales Leadership and Channel Manager will be responsible for creating a strategic plan both for Japan partner ecosystem as well as non-named accounts/prospects for Japan market. The plan will drive growth, enablement, and deeper relationships with our partners.

Role Description:

The primary responsibility of the Indirect Sales Leader / Channel Manager is to create and execute the indirect business plan, generating incremental new license revenue by developing an autonomous Partner Ecosystem. Being able to engage with our partners programmatically to create new opportunities, execute a value-based enterprise sales cycle, close the deal, implement the solution and help our customers realize the value from BMC solutions.

As we continue to transform and reinvent our indirect channel, it is critical that our indirect sales leader has had extensive experience of transformation, leading either a direct or indirect sales team with responsibility for a primary quota and has a growth mind-set.

To work seamlessly with the direct country leadership to create a unified sales team with common goals of growing the business and delivering business value to our customers.

  • Responsible for the development and management of BMCs channel, working with VARs and engaging with System Integrators across the region.
  • Collaborating with the BMC direct sales team to drive joint sales cycles.
  • Driving a programmatic pipeline generation campaign across existing account base and new logo accounts.

 Core responsibilities:

  • Accountability for an indirect primary quota
  • Build an indirect go-to-market business plan which is aligned to the overall indirect Japan strategy and the Japan regional plan
  • Recruit, onboard and develop new partners
  • Responsible for the development and management of BMCs channel, working with VARs and engaging with System Integrators across the region
  • Collaborating with the BMC direct sales team to drive joint sales cycles
  • Driving a programmatic pipeline generation campaign across existing account base and new logo accounts
  • Leading the development of sales and technical skills to equip Partners to reach their goals with BMC
  • Driving and managing net new opportunities for independent channel resell
  • Provide accurate forecasting to the BMC senior management
  • Be able to effectively communicate BMC's value proposition to internal and external customers

Background & Experience of candidate:

  • Recent experience of Sales Management
  • Ideally, experience of direct and indirect selling
  • Ideally knowledge and experience of selling SaaS solutions
  • An ability to create and execute a go-to-market business plan
  • Experienced Partner Manager – with a depth in creating a vision, articulation around the vision; managing distributor & resellers in particular, and driving sales opportunities
  • An extensive network of Software Resellers and System Integrators in the specific market
  • Excellent business partnering skills with both BMC direct sales leaders and BMC partners
  • Have a sales creation (business development + pipeline activity)
  • Driven, self-motivated, proactive hunter mind-set
  • Ambition to succeed and grow a team
  • Competitiveness but acts with integrity

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

BMC will never ask for payment in exchange for employment.

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