[Hiring] Strategic Partnership Director @BMC Software

Role Description

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, and 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 Hyperscaler Go-To-Market (GTM). We are expanding our USA Systems Integrator (GSI) partnerships and are seeking a Sales Account Manager to own and develop BMC’s strategic relationship with Accenture. This is a newly established alliance, and the ideal candidate will bring both strategic vision and executional discipline to build a high-impact relationship from the ground up.

• Building & Owning the Accenture Relationship:
  • Act as BMC’s primary point of contact for the Accenture partnership for North America across markets, practices, and geographies.
  • Support the governance framework for the alliance, including QBRs, practice enablement plans, solution alignment, and executive sponsorship.
  • Develop deep, trusted relationships with Accenture practice leaders, solution architects, alliance teams, and field sellers.
  • Embed BMC technologies into Accenture’s advisory, implementation, and managed services offerings—shaping solution plays, delivery assets, and repeatable service practices around BMC products.
• Driving Joint Go-to-Market Strategy:
  • Contributes to the execution of a joint business plan with Accenture, driving revenue growth through co-selling, pipeline development, and practice enablement initiatives.
  • Launch the first wave of co-developed offerings, value propositions, and industry-specific solution playbooks.
  • Coordinate marketing, events, account targeting, and demand-generation programs to accelerate joint opportunities.
  • Ensure Accenture consultants, sellers, and delivery teams are enabled and certified to represent and deploy BMC solutions.
• Influencing BMC’s Direct Sales Teams:
  • Champion Accenture as a strategic influencer and delivery partner to BMC account executives.
  • Educate, motivate, and coach BMC’s direct sales teams on how to leverage Accenture to open doors, expand deal sizes, and accelerate deal cycles.
  • Lead regular field-alignment sessions between BMC sellers and Accenture partners/teams, including account mapping, opportunity reviews, and deal orchestration.
  • Drive co-sell discipline—ensuring both organizations are aligned on opportunity qualification, pursuit strategy, and customer success milestones.
• Owning Territory Growth & Revenue Delivery:
  • Represent the full BMC portfolio and work with specialized sellers, solution engineering, partner teams, and marketing to drive overall revenue.
  • Build, grow, and deliver a high-quality joint pipeline across named accounts and targeted industries.
  • Act as a BMC brand ambassador—internally and externally—by demonstrating integrity, customer-centricity, and solution leadership.

Qualifications

• 7+ years of experience managing US-based strategic enterprise technology accounts.
• Direct, prior experience working with Accenture is required, with deep understanding of its business model, alliance structure, and buying dynamics.
• Proven success as an Enterprise / Channel / Strategic Account Manager or Alliance Leader.
• Demonstrated high-tenure record of consistent sales and partnership achievement.
• Proven ability to manage the full sales lifecycle, from pipeline generation (PG) through closing and managing the largest, most complex strategic deals.
• Strong background in strategic software sales, ideally in partner-led or alliance-driven environments.
• Demonstrated ability to create and execute joint business plans, influence partner sellers, and orchestrate multi-party pursuit teams.
• Experience embedding technology into partner service lines or developing partner-led service offerings (preferred).
• Understanding of advisory-led selling, co-selling motions, and partner influence in complex enterprise environments.
• Strong business acumen around pipeline development, forecasting, competitive landscapes, and enterprise buying centers.

Benefits

• 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!
• 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.