Strategic Partnership Director

This is a fully remote position, open to applicants in California, +4 more states.

📋 Description

• Serve as the primary liaison for BMC regarding the Accenture partnership throughout North America.

• Support governance of the alliance, which includes quarterly business reviews (QBRs), practice enablement strategies, solution alignment, and executive sponsorship.

• Cultivate relationships with leaders in Accenture practices, solution architects, alliance teams, and field sales representatives.

• Integrate BMC technologies into Accenture’s advisory, implementation, and managed services offerings.

• Implement joint business strategies to enhance revenue through co-selling, pipeline creation, and practice enablement.

• Launch collaboratively developed offerings, compelling value propositions, and industry-specific solution playbooks.

• Oversee marketing initiatives, events, account targeting, and demand-generation activities.

• Enable and certify Accenture consultants, sales teams, and delivery personnel on BMC solutions.

• Guide and train BMC direct sales teams on effectively leveraging Accenture.

• Facilitate field-alignment meetings, account mapping, opportunity assessments, and deal orchestration.

• Promote co-selling practices across opportunity qualification, pursuit strategies, and customer success milestones.

• Represent BMC’s complete portfolio alongside specialized sellers, solution engineering teams, partner groups, and marketing.

• Develop and deliver a collaborative pipeline across named accounts and targeted sectors.

• Act as a brand ambassador for BMC both internally and externally.

⛳️ Requirements

• Over 7 years of experience in managing strategic enterprise technology accounts based in the US.

• Direct and prior experience working with Accenture is essential.

• In-depth knowledge of Accenture’s business model, alliance framework, and purchasing dynamics.

• Demonstrated success as an Enterprise, Channel, Strategic Account Manager, or Alliance Leader.

• Proven track record of achieving sales and partnership milestones.

• Capability to manage the entire sales lifecycle, from pipeline creation to closing and handling complex strategic deals.

• Strong expertise in strategic software sales, preferably within partner-led or alliance-driven settings.

• Proficiency in formulating and executing joint business plans, influencing partner sales personnel, and coordinating multi-party pursuit teams.

• Experience in embedding technology into partner service lines or creating partner-led service offerings is advantageous.

• Familiarity with advisory-led selling, co-selling activities, and partner influence in intricate enterprise environments.

• Solid business acumen in pipeline development, forecasting, understanding competitive landscapes, and navigating enterprise buying centers.

🏝️ Benefits

• Variable compensation plan.

• Benefits tailored to specific countries.

• Ongoing professional development and enablement opportunities.

• Commitment to equal opportunity employment.

• Provision of reasonable accommodations throughout the application and hiring process.