Strategic Partnership Director - USA

CareerArc Code

CA-AJ

Remote: #LI-Remote

BMC empowers nearly 80% of the Forbes Global 100 to accelerate business value, faster than humanly possible. Our industry-leading portfolio unlocks human and machine potential to drive business growth, innovation, and sustainable success. BMC does this in a simple and optimized way by connecting people, systems, and data that power the world's largest organizations so they can seize a competitive advantage.

BMC Software Sales Professionals have the power to transform entire organizations. With your high-energy, dedication, and passion you will focus on designing and executing a go-to-market strategy, delivering revenue growth and customer happiness. If you are looking for a company that gives you the freedom to expand your role, focuses highly on your professional development through continuous enablement, gives you an environment where you would feel happy to come to work, then BMC is the place to be.

Join BMC Software as a Strategic Partnership Director aligned with our top company-wide strategy related to strategic partner Go-To-Market (GTM).

BMC Software is building a strategic partnership with SAP to make BMC the platform of choice for SAP Business Technology Platform (BTP) customers and SAP HANA migrations.

As a Technology Partner Account Manager, you will build and own the partnership with SAP globally. You will work with BMC's product business units, selling teams, and other partner managers to build and accelerate a pipeline with and alongside SAP. You will lead our go-to-market execution, partners enablement, and product integration strategy.

This is a high-impact role that blends partner ecosystem development, partner management, sales, GTM leadership, program management, and SAP technical expertise.

Here is how, through this exciting role, you will contribute to BMC's and your own success:

• Establishing and overseeing a new strategic partnership with SAP.
• Value proposition - Build BMC's differentiated value proposition for SAP and its customers in collaboration with product business units. Position BMC as a strategic technology partner for SAP.
• Relationship Management - leverage your existing SAP connections and foster new, strong relationships with SAP executives, partner Account managers, and sellers to ensure streamlined collaboration.
• GTM - Develop and execute go-to-market strategies to expand BMC's presence and footprint with SAP's customers.
• Strategic growth - Identify new opportunities and trends to enhance our product offerings with SAP.
• Sales - work closely with SAP to position BMC's solutions within SAP and its customers.
• Marketing - Leverage SAP's marketing and promotional opportunities to expand brand recognition and drive engagement for BMC.
• Embracing a business owner mindset, you'll formulate and execute growth strategies collaboratively with product, sales, and cross-functional business partners, positioning BMC Software as a leader in this space.
• Act as the main point of contact for BMC selling teams and SAP throughout the full sales cycle. You will be supported by product-specialized Account Managers and Solution and Value Engineers.
• Collaborating with global cross-functional teams - you'll drive growth priorities, covering demand generation, sales play construction, customer events, and supporting geo-aligned solution sales specialist teams in effectively adopting and executing strategies, plays, and activities.
• Customer Support & Experience - Ensure a smooth and seamless partner and customer experience throughout the sales lifecycle, from product discovery to post-purchase support.
• You'll actively be participating in customer and partner-facing events, as well as executive briefings.

To ensure you're set up for success, you will bring the following skillset & experience:

• Demonstrable experience of partner management, especially in the context of technology, product partnerships, and strategic alliances.
• SAP experience - you have worked at or with SAP's partners and sales organizations for at least 5 years, with a proven track record of success.
• You possess a deep understanding of ERP, cloud computing, and enterprise software solutions
• Deep understanding of SAP's partnership and sales organizations, processes, and GTM motions.
• Working Experience with Oracle or other large-scale global technology solution providers is a plus.
• Proven track record in B2B partner management, GTM, and sales enablement, focusing on building and managing strategic alliances with major technology providers.
• You have experience in Sales, Business Analysis, Sales Operations, Program Management, within an enterprise software company or similar cloud environments.
• You have previously demonstrated your ability to further develop your business as a trusted partner by an in-depth understanding of pipeline, business practices, industry trends, and competitive landscape.
• You have exceptional communication and presentation skills, articulating the value proposition at executive levels.
• You have demonstrated leadership capabilities and a results-driven mindset.
• You have experience handling complex projects with multiple stakeholders and leading complex initiatives from conception to execution in a fast-paced work environment. Ability to orchestrate internal and external resources to effectively manage the partnership development and sales processes.
• You can embrace, live, and breathe our BMC values every day!

Candidates must have the right to work in the United States and must not require visa sponsorship now or in the future.

#LI-Remote

Our commitment to you!

BMC's culture is built around its people. We have 6000+ brilliant minds working together across the globe. You won't be known just by your employee number, but for your true authentic self. BMC lets you be YOU!

If after reading the above, You're unsure if you meet the qualifications of this role but are deeply excited about BMC and this team, we still encourage you to apply! We want to attract talents from diverse backgrounds and experience to ensure we face the world together with the best ideas!

BMC is committed to equal opportunity employment regardless of race, age, sex, creed, color, religion, citizenship status, sexual orientation, gender, gender expression, gender identity, national origin, disability, marital status, pregnancy, disabled veteran or status as a protected veteran. If you need a reasonable accommodation for any part of the application and hiring process, visit the accommodation request page.

BMC Software maintains a strict policy of not requesting any form of payment in exchange for employment opportunities, upholding a fair and ethical hiring process.

The annual base salary range represents the low and high end of the BMC salary range for this position. Actual salaries depend on a wide range of factors that are considered in making compensation decisions, including but not limited to skill sets; experience and training, licensure, and certifications; and other business and organizational needs.

The range listed is just one component of BMC's employee compensation package. Other rewards may include a variable plan and country-specific benefits.

At BMC, it is not typical for an individual to be hired at or near the top of the range. This roles compensation includes a mix of base salary and variable pay. The base salary range is $160,250 - $195,900, with an On-Target Earnings (OTE) range of $320,500 - $391,800.

Min Salary - NEW

160,250

Max Salary - NEW

195,900

Sales - OTE Min

320,500

Sales - OTE Mid

356,150

Sales - OTE Max

391,800