Description
CareerArc Code CA-DN #LI-DN1 Hybrid: #LI-Hybrid
"At BMC trust is not just a word - it's a way of life!"
We are an award-winning, equal opportunity, culturally diverse, fun place to be. Giving back to the community drives us to be better every single day. Our work environment allows you to balance your priorities, because we know you will bring your best every day. We will champion your wins and shout them from the rooftops. Your peers will inspire, drive, support you, and make you laugh out loud!
We help our customers free up time and space to become an Autonomous Digital Enterprise that conquers the opportunities ahead - and are relentless in the pursuit of innovation! 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, gives you an environment where you would feel happy to come to work, then BMC is the place to be. Join us as a Sales Account Manager! As a Sales Account Manager, you will own a territory where you will be positioning BMC's Iconic and cutting-edge technologies into some of the most prestigious customers.
About the Role – Account Manager (Public Sector / Government / Defense / PSU)
As an Account Manager for the Public Sector business, you will own and grow BMC Helix's footprint across Central Ministries, State Government Departments, Public Sector Enterprises, Defense establishments, and Public Sector Banks. You will drive strategic sales, manage complex procurement cycles, and position BMC Helix's industry-leading solutions to support large-scale digital transformation initiatives across the Government ecosystem.
This role demands strong understanding of Government procurement processes, deep industry connects, technical acumen, and the ability to navigate complex, long-gestation enterprise deals.
Here is how, through this exciting role, you will contribute to BMC's and your own success:
Territory & Account Ownership
- Own end-to-end responsibility for your Public Sector territory—including sales strategy, execution, pipeline creation, forecasting, and revenue delivery.
- Build annual Business Plans and detailed Account Plans for key Ministries, Departments, PSUs, Defense units, and Banks, outlining vision, stakeholders, use cases, risk mitigation, and growth initiatives.
- Drive deep penetration into assigned accounts, increasing footprint across ITSM, ITOM, AIOps, Agentic AI, Automation, and Security Operations portfolios.
Customer Engagement & Solution Positioning
- Act as the primary point of contact for all strategic engagements, supported by Solution Engineering, Value Engineering, Customer Success, Renewals, Legal, Product Management, R&D, and Sales Operations teams.
- Establish strong relationships across operational, technical, and CXO levels in Government and PSU organizations.
- Deliver first-level product presentations, articulate value propositions, and conduct whiteboarding sessions to demonstrate how BMC Helix solves mission-critical public sector challenges.
- Become a trusted advisor—guiding customers through transformation initiatives, optimization opportunities, and ROI realization.
Public Sector Expertise & Compliance
- Navigate complex procurement and compliance frameworks including GeM, QCBS, L1, RA, two-stage RFPs, EOI, tenders, empanelment's, and multi-year rate contracts.
- Maintain strong understanding of Government IT guidelines, cybersecurity policies, MeitY frameworks, data residency requirements, and Cloud/On-Prem mandates.
- Coordinate closely with partner ecosystem (OEM partners, SI partners, NIC, state agencies) to influence RFP design and shape demand.
Deal Strategy & Execution
- Build and maintain a healthy pipeline; conduct rigorous qualification using MEDDIC, BANT, and other recognized frameworks.
- Own commercial proposal development, pricing structures, partner alignment, and negotiation strategy.
- Lead all major opportunities from discovery to closure ensuring best practices, value maximization, and documentation integrity.
- Drive customer escalations to resolution by effectively leveraging internal teams.
Cross-Functional Leadership
- Collaborate with Marketing for regional campaigns, government events, and demand-generation initiatives.
- Work with global teams across regions to tap into expertise, product roadmaps, and technical support.
- Represent customer needs and opportunities to internal stakeholders including Product Management and Leadership.
To ensure you're set up for success, you will bring the following skillset & experience:
Industry & Domain Expertise
- 10–12 years of experience managing Government / PSU / Defense / BFSI public sector accounts with consistent overachievement of sales quotas.
- Strong understanding of:
- Central Ministries (MeitY, MoD, MHA, MoF, Railways, Power etc.)
- State Departments, SDC, SWAN, NIC, State PSUs
- Public Sector Banks & Insurance
- Maharatna, Navratna & Miniratna PSUs
- Defense and strategic sector procurement cycles
Technical & Solution Knowledge
- Proven experience selling enterprise software—preferably ITSM, ITOM, AIOps, Automation, Cloud, Observability, or Infrastructure Management.
- Ability to understand and communicate technical architectures at a high level and engage in consultative solution selling.
Sales Skills & Execution
- Strong experience in building Business Plans, Account Plans, pipeline strategies, QBRs, and executive stakeholder mapping.
- Proficiency in SFDC (or equivalent CRM), pipeline hygiene, and data-driven sales forecasting.
- Demonstrated excellence in negotiations, commercial structuring, pricing models, and partner-led deal execution.
Relationship Strength & Ecosystem Collaboration
- Established relationships at CXO and senior leadership levels across Central Ministries, State Departments, PSUs, Public Sector Banks, and Defense organizations.
- Proven ability to influence and engage multi-tier stakeholders — operational, technical, commercial, and executive — to build long-term trust and drive strategic account roadmaps.
- Strong working relationships with leading consulting firms (including Big 4 and large GovTech advisors) who support Government organizations in drafting RFPs, designing architectures, and managing transformation programs. Ability to collaborate with them to influence solution design, shape specifications, and ensure BMC Helix requirements are accurately represented in pre-qualification and evaluation criteria.
- Deep experience working with partners, system integrators, resellers, and distributors active in Government procurement cycles — ensuring they prioritize, position, and bid BMC Helix solutions over competition. Skilled at driving partner enablement, RFP alignment, competitive positioning, and maximizing overall bid winnability for BMC Helix.
Personal Attributes
- High integrity, customer-centric mindset, and strong ownership of outcomes.
- Excellent communication, executive presence, and consultative selling approach.
- Coachable, self-driven, and comfortable working with geographically distributed teams.
- Strong understanding of industry landscape, policy changes, emerging GovTech trends, and competitor positioning.
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.(Returnship@BMC)
Had a break in your career? No worries. This role is eligible for candidates who have taken a break in their career and want to re-enter the workforce. If your expertise matches the above job, visit to https://bmcrecruit.avature.net/returnship know more and how to apply.
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.
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