Partner Manager - Australia

Basic Information

Country

Australia

State

New South Wales

City

Sydney

Date Published

08-Apr-2022

Job ID

33570

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


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