Product Account Mgr - DCA - USA
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POST DATE 9/17/2016
END DATE 11/29/2016
JOB DESCRIPTIONBMC Softwares DCA Product Account Managers are responsible to directly sell DATA CENTER & CLOUD AUTOMATION solutions into BMC assigned target and new logo accounts.
KEY PERFORMANCE INDICATORS FOR A SUCCESSFUL DCA PRODUCT ACCOUNT MANAGER PROVE ABILITY TO:
1. Achieve or exceed license and services new bookings goals each quarter.
2. Hunt in assigned BMC new logo and assigned target accounts.
3. Cross Sell DCA solutions (including Bladelogic, Cloud Lifecycle Management, DevOps, and Database Automation) into BMC new logo and target accounts.
4. Expand account relationships to ensure long term value realization of BMC product
5. Collaborate with BMCs account manager and other product line Sales Specialists (ITSM, Performance & Availability, and Workload Automation) to drive maximum revenue for BMC.
A GREAT DCA PRODUCT ACCOUNT MANAGER FOR BMCS MOST STRATEGIC ACCOUNTS WILL:
Qualify, generate, and execute on opportunities that provide profitable revenue to BMC.
Have solid understanding of key automation concepts like Compliance, Configuration Management, Cloud Management, Service Catalog, Provisioning, and software deployment.
Have experience selling to discussing technologies like Bladelogic, VMWARE, Puppet, Chef, HP Opsware, Cisco CIAC, Amazon, Azure.
Understand Value Selling, Value Based Negotiation, and Business Value Assessment models
Build an effective pipeline and execute on each phase of the Value Selling process. Partner with marketing to jointly execute field marketing programs and to provide input on effectiveness of positioning and messaging.
Articulate a vision that resonates with the customer and demonstrates value.
Use two-sided discovery to uncover the key drivers of value for the customer.
Evangelize the value of DCA solutions through WOW presentation selling and clearly differentiate them in the marketplace. Utilize sales best practices, industry trends, & market knowledge in a repeatable sales process.
Incorporate knowledge of DCA Solutions, a customers business, key competitors and proof points into a sales process that uncovers the best value based BMC solutions for customers.
Build trust & confidence with customers, partners and BMC through unquestionable integrity.
Be recognized as a Trusted-Advisor by customers.
Bring an energy and spirit of innovation
5 years of Solution Selling Data Center Automation technologies to Economic Buyers & Technical Teams in Fortune 1000 Accounts
Enterprise Sales experience (Large account experience with demonstrable C level contacts)
Experience collaborating within a matrix organization of Account Manager, Pre-Sales, Consultants, and Support
Aggressive, self-motivated, hunter mentality
Work independently and as a team leader
Proven record of consistently exceeding sales quotas