Strategic Partnership Director

🕒 Agosto 19

🇺🇸 Estados Unidos – Remoto (EUA)

⏰ Tempo Integral

🔴 Especialista

👔 Diretor

👻 Score fantasma 22%

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BMC Software

SiteLinkedInTodas as Vagas

5001 - 10000 funcionários

Fundada em 1980

🏢 Corporativo

☁️ SaaS

🤝 B2B

💰 Series unknown em 2018-06

Enterprise • SaaS • B2B

A BMC Software é uma empresa consolidada de software empresarial que desenvolve soluções de operações de TI, gerenciamento de serviços, automação e gerenciamento de nuvem/mainframe para outras empresas. A empresa oferece produtos e plataformas de nível empresarial (incluindo ofertas locais e SaaS) que ajudam as organizações a monitorar, gerenciar e automatizar serviços e infraestruturas de TI, com ênfase crescente em capacidades impulsionadas por IA e colaboração em seu portfólio de produtos.

Descrição

• Act as BMC’s primary point of contact for the Accenture partnership across markets, practices, and geographies • Establish the alliance governance framework, including QBRs, practice enablement plans, solution alignment, and executive sponsorship • Develop relationships with Accenture practice leaders, solution architects, alliance teams, and field sellers • Embed BMC technologies into Accenture’s advisory, implementation, and managed services offerings • Build and execute a joint business plan with revenue goals, co-selling motions, pipeline programs, and practice initiatives • Launch co-developed offerings, value propositions, and industry-specific solution playbooks • Coordinate marketing, events, account targeting, and demand-generation programs • Enable and certify Accenture consultants, sellers, and delivery teams to represent and deploy BMC solutions • Coach BMC direct sales teams on leveraging Accenture to open doors, expand deal sizes, and accelerate deal cycles • Lead field-alignment sessions, account mapping, opportunity reviews, and deal orchestration • Drive co-sell discipline across opportunity qualification, pursuit strategy, and customer success milestones • Represent the full BMC portfolio and collaborate with specialized sellers, solution engineering, partner teams, and marketing to drive revenue • Build and deliver a joint pipeline across named accounts and targeted industries • Act as a BMC brand ambassador internally and externally

🎯 Requisitos

• 7+ years of experience managing US-based strategic enterprise technology accounts • Direct, prior experience working with Accenture is required, with deep understanding of its business model, alliance structure, and buying dynamics • Proven success as an Enterprise, Channel, or Strategic Account Manager or Alliance Leader • Demonstrated high-tenure record of consistent sales and partnership achievement • Proven ability to manage the full sales lifecycle, from pipeline generation through closing and managing the largest, most complex strategic deals • Strong background in strategic software sales, ideally in partner-led or alliance-driven environments • Demonstrated ability to create and execute joint business plans, influence partner sellers, and orchestrate multi-party pursuit teams • Experience embedding technology into partner service lines or developing partner-led service offerings (preferred) • Understanding of advisory-led selling, co-selling motions, and partner influence in complex enterprise environments • Strong business acumen around pipeline development, forecasting, competitive landscapes, and enterprise buying centers • Must be based in the United States

🏖️ Benefícios

• Professional development through continuous enablement • Equal opportunity employment • Reasonable accommodation during the application and hiring process