Product Account Manager - UK

Basic Information

Country

United Kingdom

State

NA

City

Remote

Date Published

19-Apr-2022

Job ID

33744

Travel Amount

up to 50%

Description and Requirements

Product Account Manager - Security UK

Last year BMC had its best year in the companies history, a record breaker globally.
This momentum continued into another record breaking year of over performance again this year (Year end Mar 31st), so there has never been a better time to join us.
Everything we sell is Market leading across our three main solution Groups and sits firmly on a C Suite Agenda of needs, rather than 'nice to have'
We are now looking to add to our highly successful Sales team.

The BMC Software Product Account Manager - Security Sales is responsible for working directly with Area Sales Management, their account teams and customers selling IT service management solutions into assigned strategic, corporate and/or global accounts. This specialist will focus on working with both existing and new logo account opportunities from qualification to closure to drive Security Sales revenue by accelerating the rate and size of deals. Key objectives are to achieve their revenue goals and defined growth targets each quarter.

This resource will be expected to be a subject matter expert and evangelist in the IT Security space specific to mainframe environments and be fluent with IT security postures. This candidate must be able to articulate a vision that resonates with the customer and must be able to align value to key business problems being addressed by the solution being proposed. A qualified candidate builds trust with others by acting authentically and with integrity and taking initiative to lead the sales process. Works effectively as a team member but is also able to facilitate the sales opportunity by providing team leadership and orchestrating the internal and external resources needed to effectively manage the sales process. Uses two-sided discovery to uncover the key drivers of value for the customer and leverages the value of our solutions in the negotiation process to drive maximum margin for the company.

The ideal candidate:

* Establishes customer relationships that enable BMC to be viewed as a trusted advisor.
* 5+ years selling in the IT Space
* Enterprise Sales experience (Large account experience with consistent and demonstrable C’ level contacts)
* Aggressive, self-motivated, hunter mentality
* Proven record of consistent over achievement of quota
* Excellent presentation & Communication skills

Additional qualifications:

* Able to consistently qualify, generate, and execute on opportunities that provide profitable revenue to BMC.
* Consistently builds an effective pipeline and executes on each phase of the sales process.
* Articulates a vision that resonates with the customer and demonstrates value
* Applies a thorough understanding of business practice, industry trends, and the competitive landscape to carry out a repeatable sales process

Knowledge, Skills & Abilities:

* Uses full understanding of discipline to resolve complex issues in creative and efficient ways.
* Applies judgement in evaluating and proposing recommendations to resolve issues that often require deep analysis and interpretation of data.
* Participates in, and may lead, cross-functional and department teams.
* Plans and executes tasks with very little supervision

Position Attributes:

* Responsible for meeting and exceeding assigned revenue quota
* Responsible for growing territory, maximizing short term revenue, building future sales pipeline through demonstrated account and territory planning
* Ability to work within the ecosystem of BMC in closing complex opportunities at the C-Level
* Partner with other business units in identifying other opportunities outside your core product portfolio
* Capable of closing software contracts and services in the range of $25K to over $1M

Positions Requirements:

* Consistent quota attainment selling software over 4 or more quarters
* Quantifiable sales track record demonstrated by increasing responsibilities, growth in territory and quota
* Direct selling expertise with working knowledge of channel sales model and utilizing the channel to drive revenue
* Must have established relationships and ability to network accordingly to generate new interest in territory for product offerings
* Formal sales training (Miller-Heiman, Sandler, Solution Selling etc.) and proven proficiency in implementing them
* Strong business acumen and professionalism. Leadership, accountability and self-starter qualities required
* Excellent customer focus, strong attention to detail and ability to operate in a dynamic sales organization required
* Excellent verbal and written communication skills
* Understanding of IT Security requirements and environments
* Experience in Mainframe solutions is a plus
* Experience working in a multi-tiered and multi-divisional corporation is a plus
* Multilingual is a plus
* Bachelor’s degree

#LI-JM1

The BMC Software Product Account Manager - Security Sales is responsible for working directly with Area Sales Management, their account teams and customers selling IT service management solutions into assigned strategic, corporate and/or global accounts. This specialist will focus on working with both existing and new logo account opportunities from qualification to closure to drive Security Sales revenue by accelerating the rate and size of deals. Key objectives are to achieve their revenue goals and defined growth targets each quarter.

This resource will be expected to be a subject matter expert and evangelist in the IT Security space specific to mainframe environments and be fluent with IT security postures. This candidate must be able to articulate a vision that resonates with the customer and must be able to align value to key business problems being addressed by the solution being proposed. A qualified candidate builds trust with others by acting authentically and with integrity and taking initiative to lead the sales process. Works effectively as a team member but is also able to facilitate the sales opportunity by providing team leadership and orchestrating the internal and external resources needed to effectively manage the sales process. Uses two-sided discovery to uncover the key drivers of value for the customer and leverages the value of our solutions in the negotiation process to drive maximum margin for the company.

The ideal candidate:


* Establishes customer relationships that enable BMC to be viewed as a trusted advisor.
* 5+ years selling in the IT Space
* Enterprise Sales experience (Large account experience with consistent and demonstrable C’ level contacts)
* Aggressive, self-motivated, hunter mentality
* Proven record of consistent over achievement of quota
* Excellent presentation & Communication skills

Additional qualifications:


* Able to consistently qualify, generate, and execute on opportunities that provide profitable revenue to BMC.
* Consistently builds an effective pipeline and executes on each phase of the sales process.
* Articulates a vision that resonates with the customer and demonstrates value
* Applies a thorough understanding of business practice, industry trends, and the competitive landscape to carry out a repeatable sales process

Knowledge, Skills & Abilities:


* Uses full understanding of discipline to resolve complex issues in creative and efficient ways.
* Applies judgement in evaluating and proposing recommendations to resolve issues that often require deep analysis and interpretation of data.
* Participates in, and may lead, cross-functional and department teams.
* Plans and executes tasks with very little supervision

Position Attributes:

* Responsible for meeting and exceeding assigned revenue quota
* Responsible for growing territory, maximizing short term revenue, building future sales pipeline through demonstrated account and territory planning
* Ability to work within the ecosystem of BMC in closing complex opportunities at the C-Level
* Partner with other business units in identifying other opportunities outside your core product portfolio
* Capable of closing software contracts and services in the range of $25K to over $1M

Positions Requirements:


* Consistent quota attainment selling software over 4 or more quarters
* Quantifiable sales track record demonstrated by increasing responsibilities, growth in territory and quota
* Direct selling expertise with working knowledge of channel sales model and utilizing the channel to drive revenue
* Must have established relationships and ability to network accordingly to generate new interest in territory for product offerings
* Formal sales training (Miller-Heiman, Sandler, Solution Selling etc.) and proven proficiency in implementing them
* Strong business acumen and professionalism. Leadership, accountability and self-starter qualities required
* Excellent customer focus, strong attention to detail and ability to operate in a dynamic sales organization required
* Excellent verbal and written communication skills
* Understanding of IT Security requirements and environments
* Experience in Mainframe solutions is a plus
* Experience working in a multi-tiered and multi-divisional corporation is a plus
* Multilingual is a plus
* Bachelor’s degree


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.