Strategic Partnership Director

This is a fully remote position, open to applicants in United States.

📋 Description

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

• Establish the governance framework for the alliance, including 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 projects.

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

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

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

• Guide BMC direct sales teams on how to leverage Accenture for opportunity creation, deal expansion, and expedited deal cycles.

• Facilitate alignment sessions in the field, account mapping, opportunity evaluations, and deal orchestration.

• Promote co-sell discipline throughout opportunity qualification, pursuit strategies, and customer success milestones.

• Represent the complete BMC portfolio and collaborate with specialized sellers, solution engineering, partner teams, and marketing to drive revenue.

• Build and present a joint pipeline across designated accounts and targeted industries.

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

⛳️ Requirements

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

• Direct and prior experience working with Accenture is essential, with a deep understanding of its business model, alliance structure, 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.

• Proven capability to manage the complete sales lifecycle, from pipeline generation to closing and managing the most significant, complex strategic deals.

• Strong experience in strategic software sales, preferably in partner-led or alliance-driven contexts.

• Demonstrated ability to formulate and execute joint business plans, influence partner sales teams, and coordinate multi-party pursuit groups.

• Preferred experience in embedding technology into partner service lines or developing partner-led service offerings.

• Understanding of advisory-led selling, co-selling strategies, and partner influence in complex enterprise settings.

• Strong business acumen regarding pipeline development, forecasting, competitive landscapes, and enterprise purchasing centers.

• Must reside in the United States.

🏝️ Benefits

• Opportunities for professional development through ongoing enablement.

• Commitment to equal opportunity employment.

• Reasonable accommodations provided during the application and hiring processes.