BMC Software - Accenture Strategic Partnership Director - U.S. (remote)

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 by connecting people, systems, and data that power the world’s largest organizations.

About the role

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 Global Systems Integrator (GSI) partnerships and 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.

Responsibilities

• Act as BMC’s primary point of contact for the Accenture partnership across markets, practices, and geographies.
• Establish 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.
• Build and execute a comprehensive joint business plan with Accenture, including revenue goals, co-selling motions, pipeline creation programs, and practice development 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.
• 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.
• 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.

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 / 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.

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!

Pay

The base salary range is $170,000 - $195,000 with an On-Target Earnings (OTE) range of $283,330 - $325,000 with a 60/40 split.