Indirect Sales Manager

As an Indirect Sales Manager, you will be responsible for driving net-new customer acquisition across a large Growth territory spanning Singapore,Thailand, Philippines and Vietnam (accounts and geographies not allocated to Focused Account Managers), based out of Singapore. You will also lead a set of existing customers and therefore drive adoption, as well as generate new revenue through upsell and cross-sell motions.

You will work both directly with prospective customers and through channel partners to identify and qualify new logos, map key stakeholders and buying groups, uncover business and IT pains, position the right BMC Helix solutions, and convert opportunities into long-term Helix customers.

Given the scale of the territory, this role requires strong business acumen and disciplined territory planning to identify the right verticals, prioritize the right accounts, and run a repeatable pipeline-generation engine—while partnering closely with internal specialists and the partner ecosystem through long, consultative enterprise sales cycles.

Key Responsibilities

Territory Ownership& Growth Strategy

• Own end-to-end responsibility for the Growth territory across Singapore,Thailand, Philippines and Vietnam (accounts not allocated to Focused Account Managers), including territory strategy, pipeline creation,forecasting, and revenue delivery for both net-new logo acquisition as well as net-new business from existing customers.
• Develop annual territory plans and a prioritized target account list—selecting the right verticals and accounts to focus on, mapping key stakeholders,understanding strategic initiatives, and defining pursuit plans to land new enterprise customers.
• Build account intelligence and pipeline through proactive prospecting,partner-sourced leads, and market mapping to identify new logo opportunities for ITSM, ITOM, AIOps, Automation, Observability, and Security Operations.

Prospect & Stakeholder Engagement

• Own relationships with existing / prospective enterprise customers, working closely with Solution Engineering, Value Engineering, Partner Teams, Legal,and Product to progress opportunities from discovery to close.
• Build strong multi-level relationships across CXO, CIO/CTO/CISO organisations, IT Operations, Service Management, Security, and procurement—creating a clear map of the buying group and decision process.
• Lead discovery and executive conversations focused on pain points, business outcomes, ROI, resilience, and operational efficiency—connecting customer priorities to the right Helix capabilities.
• Drive a structured pursuit motion that converts qualified prospects into Helix customers and establishes BMC Helix as a trusted transformation partner.

Solution Positioning & Value Selling

• Deliver high-impact product presentations, executive briefings, and whiteboarding sessions tailored to enterprise use cases.
• Translate complex technical capabilities into clear business value propositions aligned to enterprise priorities.
• Support customers through evaluation, proof-of-value, and decision-making processes.
• Partner with Value Engineering to build compelling business cases and ROI models.

Deal Strategy & Execution

• Build and maintain a robust enterprise pipeline using structured qualification frameworks such as MEDDIC / MEDDPICC.
• Own deal strategy from discovery through closure, including pricing, commercial structuring, negotiations, and approvals.
• Navigate complex enterprise procurement processes, legal reviews, and multi-stakeholder approvals.
• Ensure accurate forecasting, CRM hygiene, and disciplined pipeline management.

Channel &Ecosystem Collaboration

• Work closely with system integrators, consulting partners, and regional channel partners to create and progress partner-sourced and co-sell new opportunities across Singapore, Thailand, Philippines and Vietnam.
• Enable partner-led pursuits by ensuring strong qualification, clear positioning and differentiation, mutual action plans, and tight execution governance through the sales cycle.
• Collaborate with marketing on territory programs (events, CXO roundtables, partner campaigns, ABM) to generate demand and accelerate pipeline creation.

Cross-Functional Leadership

• Act as the voice of the customer internally, providing insights to Product Management, Leadership, and Global Teams.
• Collaborate with global BMC Helix teams to leverage best practices, customer success stories, and product roadmaps.

What You Need to Bring

Experience & Background

• 10–12+ years of experience in enterprise software sales with a strong track record in net-new logo acquisition across ASEAN (enterprise/upper-mid market).
• Proven track record of consistently achieving or exceeding sales targets in large enterprise environments.
• Experience selling enterprise platforms such as ITSM, ITOM, AIOps, Automation, Cloud, Observability, or Infrastructure Management.

Enterprise Sales Expertise

• Strong understanding of enterprise buying processes, long sales cycles, and multi-stakeholder decision-making.
• Experience engaging with CIO, CTO, CISO, Head of IT Operations, and Digital Transformation leaders.
• Ability to manage large deal values, multi-year contracts, and strategic renewals.

Sales Execution & Discipline

• Expertise in account planning, pipeline management, forecasting, and QBRs.
• Proficiency with SFDC or equivalent CRM tools.
• Strong negotiation, pricing, and commercial structuring skills.

Relationship & Influence

• Established relationships and credibility within large enterprises and the partner ecosystem across ASEAN, with the ability to open doors and build executive sponsorship in target accounts.
• Ability to influence technical, operational, commercial, and executive stakeholders.
• Strong collaboration skills with partners, internal teams, and leadership.

Personal Attributes

• High ownership mindset with strong customer focus.
• Excellent communication skills and executive presence.
• Strategic, consultative, and value-led selling approach.
• Self-driven, coachable, and comfortable working in a fast-paced, matrixed organization.