Description and Requirements

Fueled by customer feedback and partnerships, BMC’s investments in mainframe innovation on areas of enterprise DevOps, adaptive cybersecurity, AI/ML , automation and data driven analytics, are at the center of our customer centricity strategy.

With BMC’s full portfolio of solutions and services, organizations will not only develop and deploy across the mainframe with agility, but they’ll also inject automation and intelligence into the platform to empower its evolution to become a self monitoring, self-analyzing, self-healing and self-securing mainframe.

We\'re looking for a dynamic Account Manager who can not only keep up with but also drive market demand for our flagship mainframe accounts.

Experience Needed and Experience Offered:

• Consistently exceed Annual and Total Contract Value  targets on a quarterly basis
• Drive new business within our strategic accounts and be recognized as a trusted advisor by customers
• Collaborate with BMC\'s account manager 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 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
• Spanish fluency, with business English capability

What We Seek:

• You are a real business hunter who can demonstrate success winning new logos and expanding existing accounts with a proven sales track record
• 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.)

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.

If you need a reasonable accommodation for any part of the application and hiring process, visit the accommodation request page.