Description
Hybrid: #LI-Hybrid 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.
Overview:
The Portfolio Account Manager (PAM) is responsible for driving revenue growth across a portfolio of enterprise accounts within the Banking, Financial Services, and Insurance (BFSI) sector. This role focuses on developing executive relationships, identifying new opportunities, expanding existing business, and delivering business outcomes through innovative software solutions across data, infrastructure, automation, and digital transformation initiatives.
The successful candidate will bring a strong enterprise sales background, experience managing complex customer environments, and a track record of consistently exceeding sales targets.
Key Responsibilities:
- Own and execute the account strategy for a defined portfolio of enterprise BFSI customers.
- Develop and maintain trusted advisor relationships with C-level executives, business stakeholders, architects, and technology leaders.
- Drive new business acquisition and expansion opportunities across existing accounts.
- Lead complex sales cycles from opportunity identification through contract negotiation and closure.
- Develop and execute territory and account plans aligned to customer business priorities.
- Coordinate cross-functional resources including solution engineering, customer success, professional services, partners, and executives.
- Build and execute executive engagement plans across key strategic accounts.
- Leverage partners, system integrators, and hyperscalers to accelerate customer growth and market penetration.
Required Experience & Qualifications
- 7+ years of enterprise software sales experience, preferably within Data, Infrastructure, Automation, Cloud, or Enterprise Platform solutions.
- Ability to identify and articulate how AI, automation, and data-driven solutions can help customers accelerate business transformation and operational efficiency.
- Embraces AI as part of daily work practices, including the use of generative AI, sales intelligence platforms, and data-driven insights to drive better customer outcomes.
- Experience selling into Banking, Financial Services, and Insurance (BFSI) organisations across ANZ.
- Demonstrated success managing and growing large enterprise accounts with multiple stakeholders and buying centres.
- Proven track record of consistently achieving or exceeding annual quota targets.
- Experience selling complex, multi-product solutions with six and seven-figure deal values.
- Strong understanding of modern IT environments, including cloud, hybrid infrastructure, data platforms, AI, automation, and operational resilience.
- Experience engaging with C-suite executives, CIOs, CTOs, Heads of Infrastructure, Operations, and Data leaders.
- Ability to navigate long, complex sales cycles involving procurement, legal, security, and risk stakeholders.
- Strong commercial acumen with experience negotiating enterprise agreements and renewals.
- Experience developing and executing strategic account plans and opportunity growth strategies.
- Demonstrated success leading virtual account teams and influencing stakeholders without direct authority.
- Experience working with channel partners, global system integrators (GSIs), and consulting organisations.
- Bachelor's degree in Business, Technology, Commerce, or a related discipline preferred.
Preferred Characteristics
- Hunter mentality with the ability to identify, qualify, and close new opportunities.
- Experience using MEDDICC as the Sales Methodology
- Strategic thinker capable of aligning technology solutions to customer business outcomes.
- Strong executive presence and communication skills.
- Highly collaborative with a team-first mindset.
- Resilient, self-motivated, and comfortable operating in a fast-paced environment.
- Strong analytical skills with the ability to build compelling business cases and value propositions.
- Experience within regulated industries and an understanding of risk, compliance, operational resilience, and governance frameworks.
CA-DNP
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.recruiter_code
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