Product Account Manager - Australia

Basic Information

Country:

Australia

State:

New South Wales

City:

AUS Sydney - Kent Street

Date published:

13-Oct-2020

Job ID:

28287

Travel Amount:

up to 25%

Secondary Locations:

AUS Melbourne II

Description and Requirements

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.
BMC Careers: Success for All

BMC helps customers run and reinvent their businesses in the digital age by tackling their IT management challenges, championing their innovation, and celebrating their success.

Every BMC employee has the potential to have a tremendous impact on customer success—and when customers thrive, we all do. 
 
BMC offers bold and fearless career-seekers like you the opportunity to expand your skills, your network, and your horizons as you work to enable customer growth and innovation every day. You will be surrounded by peers who inspire you, drive you, support you, and make you laugh out loud, in an environment that fosters individuality, respect, and personal ambition.

The Opportunity:
Product Account Manager – Digital Business Automation (DBA) - Covering Australia and New Zealand - can be based in Sydney or Melbourne

We're looking for a dynamic Account Manager who can not only keep up with but also drive market demand for our flagship Digital Business Automation portfolio, which has been recognized as the consistent Value Leader in the EMA RADAR Report for Workload Automation for a full decade. Innovation within this pillar is at the core of our strategy in order to maintain and grow our existing customer base and increase our 90% satisfaction rate. This is a highly visible role working with out most prestigious enterprise clients and new logo accounts. 
 
In the Autonomous Digital Enterprise, Automation Everywhere embraces technology that works with humans, not in place of them, to improve performance, efficiency, and innovation. By applying intelligent automation across data, workflows, applications, and systems, you can execute with speed and accuracy, optimize costs, and securely scale operations.

Experience Needed and Experience Offered:
  • Consistently exceed software license new booking & renewals targets on a quarterly basis
  • Drive new business within our growth enterprise accounts; managing your own assigned client base
  • Collaborate with BMC’s Account Managers aligned to our Digital Services Operations Management (DSOM) side to drive, qualify and execute on new opportunities that provide profitable revenue to BMC within target accounts
  • Participate in pipeline generation events to build an effective pipeline and execute on each phase of the Value Selling process
  • Diagnose customer needs and recommend value-based solutions that reflect a clear understanding of BMC’s products and services, primary differentiators, customer segments, and key competitors’ offerings
  • Utilize sales best practices, industry trends and market knowledge in a repeatable sales process
  • Build trust and confidence with customers, partners and colleagues through unquestionable integrity
  • Regular updates with manager to review deals and discuss pipeline
  • Participate in regular sales enablement workshops with solution leads
  • Engage with dedicated pre-sales, inside sales and internal ecosystem colleagues to achieve common goals
What We Seek:
  • You are a real business hunter who can demonstrate success winning new logos and expanding existing accounts with a proven sales track record
  • You are adept at building strategic account plans that drive long-term objectives
  • You will have in-depth experience managing complex environments and are skilled at forecasting and territory planning
  • You are a persuasive communicator, able to articulate a vision that resonates with the customer and demonstrates value
  • You have an entrepreneurial spirit and a start-up mentality with demonstrated experience negotiating with enterprises across a number of different vertical
  • Ideally you will have formal sales training (MEDDIC, Miller-Heiman, Sandler, Solution Selling etc.)
What You Will Get:
  • Exceptional benefits
  • Smart working
  • Unrivalled, exceptional sales training
  • Opportunity to work with exceptional, talented leaders
What BMC Offers:
  • Competitive salary and great workplace benefits, including top-rated healthcare
  • Many office sites offer gym memberships, subsidized lunches, free drinks and fruit
  • State-of-the art digital workplace with a dynamic, fun working environment
  • Inclusive, highly diverse culture and performance/merit-based promotion opportunities
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 never asks for payment from individuals seeking employment with the company.

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