Sales - Customer Success - Italy

Basic Information

Country:

Italy

State:

NA

City:

ITA Milan II

Date published:

14-Sep-2020

Job ID:

28135

Travel Amount:

up to 50%

Secondary Locations:

ITA Rome - Europa

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.

Our highly successful Sales team are seeking a top sales performer to work closely with the license sales teams and our most important accounts to enable our customers to deliver value from our solutions through the positioning of BMC Services, BMC Education and other BMC Customer Success focused products, to ensure our customers not only realise value but are setup to be successful. This role is part of the enterprise sales organisation reporting to the EMEA GVP.


You will identify and position how we can best aid the customers unique required outcomes by creating awareness of our best in market Service offerings.

As a member of the Customer Success sales team, you are highly visible, being the “go-to” person for customers and sales teams as the centre of excellence on positioning Customer Success.


Key responsibilities include:

  • Positioning the BMC Customer Success offerings to current BMC customers in Italy, focused on a select number of our most strategic customers.
  • Connecting and building relationships with BMC Account Managers and Regional Sales Managers to position and educate the teams on our offerings.
  • Owning a Customer Success sales target (signings quota) and revenue performance in territory.
  • Participate in customer scoping and positioning the right solution for our customer’s to be successful and realise value from our solutions.
  • Handling customer’s objections and explaining BMC Customer Success offerings in prep meetings, requirements workshops and discovery sessions.
  • Working in conjunction with our Solution Architects and Pre-Sales teams to leverage technical knowledge and ensure the right positioning of BMC Customer Success
  • Build customer advocates and account strategies across your region.
  • While focused on the customer’s success, you will identify risks, resource allocations, and schedules for project success to ensure the customer is best positioned for success.
  • Making sure that work is performed in compliance with Standard Operating Procedures
  • Being recognised by the customer as a trusted advisor and someone seeking the customers best interests.

To be successful, you’ll need:

  • Have met and exceeded bookings and targets.
  • Building and maintaining strong relationships with key stakeholders throughout a delivery process.
  • Strong presentation skills: Showing the value, capabilities, and differentiators of complex service solutions using methodologies and service offerings.
  • Can articulate relevant Customer Success stories and metrics that demonstrate value to the customer.
  • Able to work collaboratively in the team to help with innovation and creating new gold standards on our customer engagement process.

Experience we offer:

  • We’ll make you a part of an invigorating sales process to ensure repeatable success 
  • 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 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. 


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.