Sr Partner Mgr
BMC Software
New Delhi, India
34d ago
source : CareerArc Group LLC


Description and Requirements

Position Overview

  • Manage the Channel business, achieve license sales, pipeline and partner enablement targets
  • The Channel Manager represents the entire ESO range of BMC products and services
  • The Channel Sales Manager reports to the Head of Channels, APJ, Singapore.
  • Job Responsibilities

  • Identify, Recruit, Develop and Manage channel partners (Resellers, Distributors, SIs, MSPs, etc.)
  • Ensure Partner Sales and Presales Readiness, thru regular, partner enablement programs
  • Establish productive, professional relationships with key personnel in partner accounts
  • Proactively lead a joint partner business planning process, that develops mutual performance objectives, financial targets, and critical milestones to achieve the set targets
  • Work with marketing, to plan marketing events for partners
  • Set Quarterly Business Reviews with Key partners and manage partner performance proactively
  • Identify and develop joint "go-to-market" strategies and lead generation opportunities
  • Build a 4x yearly target pipeline with the partners
  • Educate partners on BMC Product suite they can sell, commercial practices, order processes, etc.
  • Coordinate the involvement of BMC teams with partners, including support, service, and management resources, to meet partner performance objectives and partners' expectations
  • Proactively assess, clarify, and validate partner needs on an ongoing basis
  • Drive adoption of BMC programs among assigned partners
  • Ensure partner compliance with partner agreements and ensure all relevant agreements are current
  • Facilitate joint selling between channel partners and direct sales team
  • Provide accurate and timely management information, weekly channel revenue forecasts and all Channel reporting as needed
  • Maintain an understanding of BMC technology and articulate BMC value proposition to partners and their customers
  • Manage all channel transactions, contracts, business practices, and deal booking issues
  • Manage and prevent Channel conflict matters
  • Accountability and Performance Measures

    1. Partner recruitment to ensure optimum market coverage

    2. Achieve assigned Channel sales and renewals target for the year

    3. Drive 4x revenue target, Pipeline generation

    4. Complete Partner Business plans and ensure regular review of plan to performance, QBRs, etc.

    5. Manage and report a Weekly Channel Forecast

    6. Provide all reports and analysis on the business as needed

    7. Drive Partner Enablement and ensure Partner Sales, Presales, Delivery and Support readiness

    8. Enable BMC Sales engagement with the Partner ecosystem and enable a collaborative framework

    9. Establish Rules of engagement with partners and BMC ecosystem

    10. Maintain high partner satisfaction ratings that meet BMC standards of doing business, as per BMC policy

    Minimum Qualifications

  • 10+ years field sales and / or Channel sales experience within the Software industry
  • Minimum 8 years Channel Sales experience in Software industry
  • Excellent written, verbal, and interpersonal communication skills in English
  • Ability to travel as needed 30-40%
  • Bachelor's degree or equivalent
  • Person has to be Hands-on and willing to roll up the sleeves and get things done
  • PLUS

  • Negotiation and Collaborative skills, ability to influence internal and external stakeholders
  • Experience with managing Distributors and / or, MSPs, ISVs, OEMs, SIs
  • Existing relationships with good Channel partners, Distributors, etc.
  • It is the policy of BMC Software to afford equal opportunity for employment to all individuals regardless of race, color, age, national origin, physical or mental disability, history of disability, ancestry, citizenship status, political affiliation, religion, gender, transgender, gender identity, gender expression, marital status, status as a parent, sexual orientation, veteran status, genetic information or other factors prohibited by law, and to prohibit harassment or retaliation based on any of these factors.

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