Partner Manager - Australia
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Description and Requirements
Partner Account Manager
The Partner Account Manager will be responsible for creating a strategic plan across the ANZ region. The plan will drive growth, enablement and deeper relationships with our partners.
Core responsibilities:
- 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
- Creating a scalable model across the ANZ region
- Responsible for devising repeatable processes for creating incremental revenue with the goal to bring 20% of incremental revenue from the Channel within 3 years.
- Ensuring partners are able to uncover customers pain and create opportunity and build mindshare with the partners
- Understand and assess customer’s business objectives, strategies and practices.
- Leading the development of sales and technical skills to equip Partners to reach their goals with BMC.
- Lead the business planning and quarterly review process.
- Drive partner marketing programs and creating pricing structures & incentives tailored to each partner and the BMC solutions
- Driving and managing net new opportunities for independent channel resell
- Re-educating the internal stakeholders – inside sales, sales specialists etc.
- Responsible for identifying and creating leads in existing ANZ accounts
- Responsible for identifying and creating leads into whitespace accounts
- Supporting field Account Managers in developing their territory and prioritising target accounts
- Profiling target organisations, linking corporate objectives and business strategies to BMC solutions
Background of candidate:
- Experienced Partner Manager – with a depth in creating a vision, articulation around the vision; managing distributor & resellers in particular and driving sales opportunities
- Experience building and executing the plan and channel transforming.
- Driven, self-motivated, proactive hunter mind-set
- Solid knowledge of multi-product software licenses
- Experience of cloud provide and enterprise software
- Excellent educational background -smart/quick thinking
- Have a hunter mentality (business development + pipeline activity)
- Excellent business partnering skills with both BMC direct sales leaders and BMC partners.
- A consistent overachiever.
- Communicating and reinforcing your vision to stakeholders at all levels.
- Ambition to succeed and grow a team.
- Competitiveness but acts with integrity
- #LI-MM1