Account Manager - Enterprise

As an Account Manager, you will be responsible for managing and growing a portfolio of 10–15 accounts in Singapore, comprising a mix of Public Sector and Enterprise customers, along with targeted net new logos.

You will drive account expansion, retention, and new logo acquisition, positioning BMC Helix as a strategic partner for IT and digital transformation initiatives. This role requires a strong blend of account management discipline and hunting capability, along with the ability to navigate public sector procurement environments and complex enterprise organizations.

You will engage with senior stakeholders including CIOs, CTOs, CISOs, and Heads of IT Operations, across both government agencies and large enterprises.

Key Responsibilities

Account Ownership & Growth

• Own end-to-end responsibility for a named set of 10–15 Public Sector and Enterprise accounts in Singapore.
• Develop and execute account plans tailored to both government and enterprise customers.
• Drive revenue growth through upsell, cross-sell, renewals, and new business acquisition.
• Identify white space opportunities and expand BMC Helix adoption across the portfolio.

Customer & Stakeholder Engagement

• Act as the primary relationship owner for assigned accounts across Public Sector agencies and enterprises.
• Build strong multi-level relationships including IT leadership, procurement, and business stakeholders.
• Navigate public sector buying processes, frameworks, and compliance requirements.
• Lead executive conversations focused on business outcomes, operational resilience, and digital transformation.
• Position BMC Helix as a trusted, long-term transformation partner.

New Logo Acquisition

• Identify and pursue new opportunities within both Public Sector and Enterprise segments.
• Drive prospecting, qualification, and conversion of net new logos.
• Collaborate with marketing and partners on demand generation campaigns, government tenders, and enterprise events.

Solution Selling & Value Articulation

• Deliver tailored presentations, demos, and workshops aligned to sector-specific use cases.
• Translate product capabilities into clear business and mission outcomes, particularly for government transformation initiatives.
• Support proof-of-value engagements and evaluation cycles.
• Partner with Value Engineering to build compelling ROI and business cases.

Deal Management & Execution

• Manage the full sales lifecycle from pipeline creation to closure.
• Apply structured qualification methodologies such as MEDDIC / MEDDPICC.
• Navigate public sector tendering processes, enterprise procurement, and legal frameworks.
• Ensure accurate forecasting, pipeline hygiene, and CRM discipline.

Partner & Ecosystem Collaboration

• Work closely with system integrators, consulting firms, and government-aligned partners.
• Leverage partners to access public sector opportunities and scale enterprise reach.
• Support partner-led deals with strong positioning and execution discipline.

Cross-Functional Collaboration

• Collaborate with Solution Engineering, Customer Success, Renewals, Marketing, and Product teams.
• Act as the voice of the customer, especially bringing insights from public sector and regulated industries.
• Align with global teams to leverage best practices, references, and solution strategies.

What You Need to Bring

Experience & Background

• 8–12+ years of experience in enterprise software sales or account management in Singapore or ASEAN.
• Proven track record of managing both Public Sector and Enterprise accounts, including new logo wins.
• Experience selling enterprise platforms such as ITSM, ITOM, AIOps, Automation, Cloud, Observability, or Infrastructure Management.

Enterprise & Public Sector Sales Capability

• Strong understanding of public sector procurement processes (tenders, frameworks, compliance) and enterprise sales cycles.
• Experience engaging with government stakeholders as well as CIO, CTO, CISO, and IT leaders in enterprises.
• Ability to manage mid-to-large deal sizes and multi-year contracts.

Execution & Discipline

• Strong skills in account planning, pipeline management, and forecasting.
• Familiarity with SFDC or equivalent CRM tools.
• Strong negotiation and commercial acumen.

Market &Relationship Strength

• Established relationships within Singapore Public Sector and enterprise ecosystem (Government, BFSI, Telco, Manufacturing, or Regional HQs).
• Ability to navigate regulated environments and regional/global stakeholders based in Singapore.

Personal Attributes

• Strong ownership mindset with a balanced hunter–farmer approach.
• Excellent communication skills with executive presence.
• Strategic, consultative, and value-led selling mindset.
• Self-driven, adaptable, and comfortable working in a matrixed, high-growth environment.