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.
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