The incumbent is responsible for selling CONTROL_M product line(s) into assigned strategic, corporate and/or global accounts. The account assignments could include large named accounts, high potential accounts or accounts that do not currently have a MSM product installed. Key accountabilities are to achieve their revenue goals each quarter, grow the number of new accounts and work on building larger deals to increase territory deal size overtime.
BMC is an Equal Opportunity Affirmative Action Employer.
- Able to consistently qualify, generate, and execute on opportunities that provide profitable revenue to BMC.
- Consistently builds an effective pipeline and executes on each phase of the sales process.
- Articulates a vision that resonates with the customer and demonstrates value
- Applies a thorough understanding of business practice, industry trends, and the competitive landscape to carry out a repeatable sales process
- Incorporates knowledge of BMC's products and services, the customer, and key competitors into the sales process and uses that knowledge to uncover customer needs and create value based solutions
- Is intellectually curious and able to bring an energy and spirit of innovation to the role
- Builds trust with others by acting authentically and with integrity.
- Works effectively as a team member but is also able to facilitate the sales opportunity by providing team-on-team leadership and orchestrating the internal and external resources needed to effectively manage the sales process
- Uses two-sided discovery to uncover the key drivers of value for the customer
- Is skilled in articulating the value of BMC's solutions and is able to clearly differentiate the company's solutions in the marketplace
- Leverages the value of BMC's solutions in the negotiation process to drive maximum margin for the company
- Establishes customer relationships that enable BMC to be viewed as a trusted advisor
BMC Software - 2 years ago
BMC offers IT management solutions that help customers master the complexity of IT. From mainframe to mobile, BMC delivers the automation,...