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