Strategic Partnership Director

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

📋 Description

• Serve as BMC’s main liaison for the Accenture partnership across various markets, practices, and regions.

• Create the alliance governance framework, which includes Quarterly Business Reviews (QBRs), practice enablement strategies, solution alignment, and executive sponsorship.

• Cultivate relationships with Accenture practice leaders, solution architects, alliance teams, and field sales personnel.

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

• Develop and implement a collaborative business plan featuring revenue objectives, co-selling strategies, pipeline initiatives, and practice advancement programs.

• Initiate co-created offerings, value propositions, and industry-specific solution playbooks.

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

• Enable and certify Accenture consultants, sales teams, and delivery personnel to represent and deploy BMC solutions effectively.

• Mentor BMC direct sales teams on utilizing Accenture to create opportunities, increase deal sizes, and speed up sales cycles.

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

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

• Represent the complete BMC portfolio alongside specialized sellers, solution engineering, partner teams, and marketing to boost revenue.

• Build, enhance, and manage a collaborative pipeline focused on named accounts and targeted industries.

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

⛳️ Requirements

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

• Direct previous experience collaborating with Accenture is essential.

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

• Proven track record as an Enterprise, Channel, or Strategic Account Manager or Alliance Leader.

• Demonstrated history of consistent sales and partnership success over time.

• Capability to oversee the entire sales lifecycle, from pipeline creation to closing and managing intricate strategic deals.

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

• Proficiency in developing and executing joint business plans, influencing partner sellers, 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 approaches, and partner influence in complex enterprise environments.

• Strong business insight concerning pipeline development, forecasting, competitive landscapes, and enterprise purchasing centers.

🏝️ Benefits

• Variable plan.

• Country-specific benefits.

• Professional development through ongoing training and enablement.

• Equal opportunity employment.

• Reasonable accommodations during the application and hiring process.