Strategic Partnership Director

🔥 15 hours ago

🏄 California, District of Columbia, +3 more states – Remote

🏄 California – Remote 🏛️ District of Columbia – Remote 🗽 New York – Remote 🚗 Michigan – Remote 🤠 Texas – Remote

💵 $192.3k - $235.1k / year

⏰ Full Time

🔴 Lead

👔 Director

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BMC Software

WebsiteLinkedInAll Job Openings

5001 - 10000 employees

Founded 1980

🏢 Enterprise

☁️ SaaS

🤝 B2B

💰 Series unknown on 2018-06

Enterprise • SaaS • B2B

BMC Software is a long-established enterprise software company that builds IT operations, service management, automation, and cloud/mainframe management solutions for other businesses. The company delivers enterprise-grade products and platforms (including on-premises and SaaS offerings) that help organizations monitor, manage, and automate IT services and infrastructure, and it increasingly emphasizes AI-driven capabilities and collaboration in its product portfolio.

📋 Description

• 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 advisory, implementation, and managed services offerings • Build and execute a joint business plan with revenue goals, co-selling motions, pipeline programs, and practice development 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 with specialized sellers, solution engineering, partner teams, and marketing to drive revenue • Build, grow, and deliver a joint pipeline across named accounts and targeted industries • Act as a BMC brand ambassador internally and externally

🎯 Requirements

• 7+ years of experience managing US-based strategic enterprise technology accounts • Direct, prior experience working with Accenture is required • Deep understanding of Accenture’s 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 • Ability to manage the full sales lifecycle, from pipeline generation through closing and managing complex strategic deals • Strong background in strategic software sales, ideally in partner-led or alliance-driven environments • 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 is 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

🏖️ Benefits

• Variable plan • Country-specific benefits • Professional development through continuous enablement • Equal opportunity employment • Reasonable accommodation during the application and hiring process