Strategic Partnership Director
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Job Description
Strategic Partnership Director growing BMC’s Accenture alliance for enterprise software sales. Building joint GTM plans, co-selling motions, pipeline, and revenue across U.S. enterprise accounts.
Responsibilities:
- Act as BMC’s primary point of contact for the Accenture partnership across markets, practices, and geographies
- Establish the alliance governance framework, including QBRs, practice enablement plans, solution alignment, and executive sponsorship
- Develop relationships with Accenture practice leaders, solution architects, alliance teams, and field sellers
- Embed BMC technologies into Accenture’s advisory, implementation, and managed services offerings
- Build and execute a joint business plan with revenue goals, co-selling motions, pipeline programs, and practice initiatives
- Launch co-developed offerings, value propositions, and industry-specific solution playbooks
- Coordinate marketing, events, account targeting, and demand-generation programs
- Enable and certify Accenture consultants, sellers, and delivery teams to represent and deploy BMC solutions
- Coach BMC direct sales teams on leveraging Accenture to open doors, expand deal sizes, and accelerate deal cycles
- Lead field-alignment sessions, account mapping, opportunity reviews, and deal orchestration
- Drive co-sell discipline across opportunity qualification, pursuit strategy, and customer success milestones
- Represent the full BMC portfolio and collaborate with specialized sellers, solution engineering, partner teams, and marketing to drive revenue
- Build and deliver a joint pipeline across named accounts and targeted industries
- Act as a BMC brand ambassador internally and externally
Requirements:
- 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, or 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 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
- Must be based in the United States
Benefits:
- Professional development through continuous enablement
- Equal opportunity employment
- Reasonable accommodation during the application and hiring process
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