Partner Manager - Australia

Basic Information




New South Wales



Date Published


Job ID


Travel Amount

up to 50%

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

From core to cloud to edge, BMC delivers the software and services that enable over 10,000 global customers, including 84% of the Forbes Global 100, to thrive in their ongoing evolution to an Autonomous Digital Enterprise.
It is the policy of BMC Software to afford equal opportunity for employment to all individuals regardless of race, color, creed, sex, age, sexual orientation, national origin, disability, ancestry, citizenship status, political affiliation, religion, gender, transgender, gender identity, gender expression, marital status, status as a parent, disabled veteran or status as a protected veteran, 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.