Product Account Manager - UK (DSOM)
Basic Information
Country
United Kingdom
State
NA
Date Published
23-Jan-2023
Job ID
36513
Travel Amount
up to 50%
This role can be based remotely in United Kingdom
Description and Requirements
#LI-JM1
Product Account Manager - UK (DSOM)
BMC works with 86% of the Forbes Global 50 and customers and partners around the world to create their future. With our history of innovation, industry-leading automation, operations, and service management solutions, combined with unmatched flexibility, we help organizations free up time and space to become an Autonomous Digital Enterprise that conquers the opportunities ahead.
BMC are in an enviable position right now, as over the last two years we have broken a 41 year record with two consecutive best years in our company's history. The momentum continues and we have now had 13 consecutive QTR's of profitability and as we lead into our Q4 yet another over performing year is on the cards.
We are High Growth, High Profit & Cash rich, along with an enviable Kit bag full of market leading solutions.
We're looking for a dynamic Product Account Manager who can not only keep up with but also drive market demand for our flagship Digital Service Management portfolio.
Responsibilities and how you will put them to use
* Consistently exceed software licence 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 Product Account Managers aligned to the other 2 business units 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.
* Responsible for qualifying customer needs and recommending value-based solutions that reflect a clear understanding of BMC’s products and services, primary differentiators, customer segments, and key competitors’ offerings. In brief, you know what they need, you know who we’re up against, and you know why we’re better.
* 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
* Be a BMC brand ambassador both internally and externally
* Engage with dedicated pre-sales, inside sales and internal ecosystem colleagues to achieve common goals
* Collaborate in regular forecast meetings with leadership
The experience you will bring
* You will have a proven sales track record in selling software solutions to Enterprise customers.
* You will have experience of managing and growing your own territory and consistently achieving your assigned quota
* You are a real business hunter who can demonstrate success winning new logos and expanding existing accounts
* 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 demonstrable ability to engage with C-level stakeholders
* You have an entrepreneurial spirit and a start-up mentality with demonstrated experience negotiating with enterprises across a number of different verticals
* Ideally you will have formal sales training (MEDDIC, Miller-Heiman, Sandler, Solution Selling etc.)
* Strong business acumen and professionalism.
* You will have excellent customer focus, strong attention to detail and have the ability to operate in a dynamic sales organization
* Experience working in a multi-tiered and multi-divisional corporation would be beneficial
Experience we offer
* We’ll make you a part of an invigorating sales process to ensure repeatable success
* We have a commission scheme designed for high performers, with all the perks you’d expect and some that will surprise you
* We hire the best performers in every area, people who are the perfect blend of competitive and supportive to help you succeed in your career
* We offer uncapped earnings and our quotas are challenging but realistic
* We make sales enablement worth an extra 10% of your salary
* We want our people to be the best in their fields, and we offer unbeatable training and growth opportunities
* We’re a meritocracy, and we offer promotion opportunities based on performance, not politics.
We offer market-leading Digital Service & Operations Management capabilities, recognised with Gartner as a leader or 9 consecutive years and Critical Capabilities Reports, Delivering crucial insight for IT service, operations and security teams as well as helping in the planning of a migration to cloud; Service Management Processes - leveraging cognitive capabilities to add efficiency and predictability; and Digital Workplace - offering the end user the engaging experience they demand, across all types of service the business may offer.
Responsibilities and how you will put them to use
* Consistently exceed software licence 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 Product Account Managers aligned to the other 2 business units 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.
* Responsible for qualifying customer needs and recommending value-based solutions that reflect a clear understanding of BMC’s products and services, primary differentiators, customer segments, and key competitors’ offerings. In brief, you know what they need, you know who we’re up against, and you know why we’re better.
* 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
* Be a BMC brand ambassador both internally and externally
* Engage with dedicated pre-sales, inside sales and internal ecosystem colleagues to achieve common goals
* Collaborate in regular forecast meetings with leadership
The experience you will bring
* You will have a proven sales track record in selling software solutions to Enterprise customers.
* You will have experience of managing and growing your own territory and consistently achieving your assigned quota
* You are a real business hunter who can demonstrate success winning new logos and expanding existing accounts
* 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 demonstrable ability to engage with C-level stakeholders
* You have an entrepreneurial spirit and a start-up mentality with demonstrated experience negotiating with enterprises across a number of different verticals
* Ideally you will have formal sales training (MEDDIC, Miller-Heiman, Sandler, Solution Selling etc.)
* Strong business acumen and professionalism.
* You will have excellent customer focus, strong attention to detail and have the ability to operate in a dynamic sales organization
* Experience working in a multi-tiered and multi-divisional corporation would be beneficial
Experience we offer
* We’ll make you a part of an invigorating sales process to ensure repeatable success
* We have a commission scheme designed for high performers, with all the perks you’d expect and some that will surprise you
* We hire the best performers in every area, people who are the perfect blend of competitive and supportive to help you succeed in your career
* We offer uncapped earnings and our quotas are challenging but realistic
* We make sales enablement worth an extra 10% of your salary
* We want our people to be the best in their fields, and we offer unbeatable training and growth opportunities
* We’re a meritocracy, and we offer promotion opportunities based on performance, not politics.
#LI-JM1
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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.