The Account Manager (AM) manages the relationship with a specific number of Enterprise Accounts to help position BMC solution to their technology challenges.
This role uses both face-to-face and non-face-to-face methods (phone, e-mail, social, etc…) to connect & develop new customers.
Conducting initial discovery, discussions and scoping / qualifying opportunities for new customers.
This role works with a set of customers to not only develop sales opportunities but to stay involved and orchestrate the resources (internal and with partners) that are needed to bring the opportunity to a close.
Building business case and showcasing value proposition by presenting it at CxO level.
Developing proposals and closing sales opportunities
The AM develops and maintains customer relationships at the CxO level and demonstrate BMC´s commitment to help customers solve challenges.
Developing and managing a healthy and predictable pipeline that meets or exceeds quota and forecast accuracy expectations
Applying account intelligence within his/her territory plan across multiple accounts to maximize opportunity identification.
Manages to detail regarding the customer account contact management information through the entire sales lifecycle process. 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.
Incorporates knowledge of our products and services, the customer, and key competitors into the sales process and uses that knowledge to uncover customer needs and create value based solutions.
Is intellectually curious and able to bring an energy and spirit of innovation to the role.
Builds trust with others by acting authentically and with integrity.
Works effectively as a team member but is also able to facilitate the sales opportunity by providing team-on-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. Is skilled in articulating the value of our solutions and is able to clearly differentiate the company's solutions in the marketplace.
Leverages the value of our solutions in the negotiation process to drive maximum margin for the company. Establishes customer relationships that enable BMC to be viewed as a trusted advisor.
BMC has unmatched experience in IT management, supporting 92 of the Forbes Global 100, and earning recognition as an ITSM Gartner Magic Quadrant Leader for five years running. Our solutions offer speed, agility, and efficiency to tackle business challenges in the areas of service management, automation, operations, and the mainframe.