Sales Account Manager - Australia

Basic Information

Country

Australia

State

New South Wales

City

Sydney

Date Published

04-May-2022

Job ID

33875

Travel Amount

up to 50%

Description and Requirements

Product Account Manager – Digital Business Automation (DBA)

We're looking for a dynamic Sales 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 over a 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% Customer Satisfaction rate. This is a highly visible role working with our most prestigious enterprise clients. In the Autonomous Digital Enterprise, Automation Everywhere, Enterprise DevOps and a Data Driven Business 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:

 • You will be the primary territory owner responsible for existing accounts and for driving new business within our enterprise accounts where you will be recognized as a trusted advisor by customers
• Demonstrate you can consistently exceed quarterly and annual targets
• Collaborate with BMC's account managers and other product line account managers 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 your 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 with a focus on new business and expanding large existing accounts.
  • Ideally with experience from within a software vendor, you will be able to demonstrate a track record of achievement 
  • 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.)

#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.

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