Territory Account Manager

JUST ONE, on behalf of its client, a leading Central & Eastern European technology distributor backing a Gartner Leader in ITSM and AIOps is looking to find a Territory Account Manager to own the Polish market outright.What you will doTerritory ownership and pipeline• Build and execute the annual territory plan for Poland across direct, public-sector and channel motions; deliver against quarterly and annual quota for new business and expansion.• Build pipeline from multiple sources. Generate qualified pipeline through targeted outbound, marketing-sourced leads, partner-sourced opportunities, BMC global account referrals and customer expansions; maintain at least 3x pipeline coverage.• Forecast with accuracy. Run a disciplined sales cadence using MEDDPICC (or equivalent) qualification, weekly forecast updates and clean CRM hygiene.Enterprise and public-sector selling• Engage at the executive level. Build and maintain trusted relationships with CIOs, CTOs, Heads of IT Operations, Heads of Service Management, Enterprise Architects and CFO/procurement stakeholders in Polish enterprises and government organizations.• Lead value-based sales cycles. Run discovery, business-case development, ROI modelling, technical evaluation, commercial negotiation and contracting for deals typically ranging from €100k to multi- million euro ACV.• Sell the BMC Helix story. Position BMC Helix ITSM / Service Management and BMC Helix AIOps / Observability against competitive alternatives, most notably ServiceNow, Dynatrace, Datadog and incumbent toolchains, articulating differentiation around openness, AI/automation depth, hybrid/mainframe support and total cost of ownership.• Navigate public procurement. Manage Polish public-sector sales cycles end-to-end, including framework agreements, public tenders (PZP), partner-led bids and EU-funded projects.Partner and channel leadership• Activate the partner ecosystem. Recruit, enable and grow relationships with Polish system integrators, resellers and managed-service providers; co-build account plans and joint pipeline.• Drive joint go-to-market. Run joint demand-generation campaigns, executive briefings, customer events and account-mapping sessions with strategic partners.• Be a force-multiplier. Coach partner sales teams on the BMC Helix value proposition, qualification frameworks and competitive positioning so they can carry the message into their own accounts.Cross-functional orchestration• Run the deal team. Orchestrate solution engineers, value engineers, professional-services, customer success, legal and BMC vendor counterparts through every stage of the sales cycle.• Voice of the customer. Feed market intelligence on Polish customer priorities, competitive dynamics, regulatory shifts and partner needs back into regional leadership and into product/marketing teams.• Represent us locally. Speak at industry events, customer roundtables and partner conferences; be a visible ambassador in the Polish market.RequirementsMust-have• 8+ years of B2B enterprise software sales experience in Poland, with a clear track record of consistently meeting or exceeding quota.• Direct experience selling at least one of: ITSM/ESM platforms (BMC, ServiceNow, Atlassian,), AIOps/Observability/APM tools (Dynatrace, Datadog, Splunk, Elastic), or adjacent enterprise IT management / IT automation software.• Proven success closing 6- and 7-figure deals with Polish enterprise and/or public-sector accounts, including multi-stakeholder cycles of 9-12+ months.• Strong command of value-based / consultative selling and a recognized methodology (MEDDPICC, Challenger, Force Management or equivalent).• Experience working through channel partners (SIs, resellers, MSPs), ideally including formal partner-led and partner-influenced motions.• Polish public-sector knowledge, familiarity with PZP (public procurement law), tender mechanics and EU-funded IT programs.• Native or fully fluent Polish and professional working English (written and spoken), both are required, as you will work daily with Polish customers/partners and a regional CEE team.• Executive presence and the ability to credibly hold a CIO/CTO conversation about IT operating model, automation strategy and digital resilience.• High ownership and self-direction, this is a country-level role with significant autonomy.Nice to have• Existing network of CIO/CTO and Head-of-IT-Operations relationships in Polish banking, telco, energy, utilities, manufacturing, retail or public administration.• Familiarity with ITSM, AIOps/Operations Management, Discovery, Control-M or with directly competing platforms.• Experience in a distributor or VAD environment and an understanding of how vendor-distributor-partner economics work.• Bachelors or Masters degree in a business, IT or engineering field.Benefits• Base salary: PLN 250,000–350,000 gross/year, plus benefits (Higher ranges are open for discussion according to profile)• A senior commercial role with full ownership of the Polish market in one of the most strategic territories in our expansion.• Competitive base salary plus uncapped commission and accelerators on over-achievement.• Car allowance, laptop, mobile phone.• Private medical care, life insurance and a multi-benefit package• Direct access to global enablement, training and certification programs• Hybrid work model based out of our Warsaw office, with flexibility to manage your own diary.

JUST ONE, on behalf of its client, a leading Central & Eastern European technology distributor backing a Gartner Leader in ITSM and AIOps is looking to find a Territory Account Manager to own the Polish market outright.

What you will do

Territory ownership and pipeline

• Build and execute the annual territory plan for Poland across direct, public-sector and channel motions; deliver against quarterly and annual quota for new business and expansion.

• Build pipeline from multiple sources. Generate qualified pipeline through targeted outbound, marketing-sourced leads, partner-sourced opportunities, BMC global account referrals and customer expansions; maintain at least 3x pipeline coverage.

• Forecast with accuracy. Run a disciplined sales cadence using MEDDPICC (or equivalent) qualification, weekly forecast updates and clean CRM hygiene.

Enterprise and public-sector selling

• Engage at the executive level. Build and maintain trusted relationships with CIOs, CTOs, Heads of IT Operations, Heads of Service Management, Enterprise Architects and CFO/procurement stakeholders in Polish enterprises and government organizations.

• Lead value-based sales cycles. Run discovery, business-case development, ROI modelling, technical evaluation, commercial negotiation and contracting for deals typically ranging from €100k to multi- million euro ACV.

• Sell the BMC Helix story. Position BMC Helix ITSM / Service Management and BMC Helix AIOps / Observability against competitive alternatives, most notably ServiceNow, Dynatrace, Datadog and incumbent toolchains, articulating differentiation around openness, AI/automation depth, hybrid/mainframe support and total cost of ownership.

• Navigate public procurement. Manage Polish public-sector sales cycles end-to-end, including framework agreements, public tenders (PZP), partner-led bids and EU-funded projects.

Partner and channel leadership

• Activate the partner ecosystem. Recruit, enable and grow relationships with Polish system integrators, resellers and managed-service providers; co-build account plans and joint pipeline.

• Drive joint go-to-market. Run joint demand-generation campaigns, executive briefings, customer events and account-mapping sessions with strategic partners.

• Be a force-multiplier. Coach partner sales teams on the BMC Helix value proposition, qualification frameworks and competitive positioning so they can carry the message into their own accounts.

Cross-functional orchestration

• Run the deal team. Orchestrate solution engineers, value engineers, professional-services, customer success, legal and BMC vendor counterparts through every stage of the sales cycle.

• Voice of the customer. Feed market intelligence on Polish customer priorities, competitive dynamics, regulatory shifts and partner needs back into regional leadership and into product/marketing teams.

• Represent us locally. Speak at industry events, customer roundtables and partner conferences; be a visible ambassador in the Polish market.

Requirements

Must-have

• 8+ years of B2B enterprise software sales experience in Poland, with a clear track record of consistently meeting or exceeding quota.

• Direct experience selling at least one of: ITSM/ESM platforms (BMC, ServiceNow, Atlassian,), AIOps/Observability/APM tools (Dynatrace, Datadog, Splunk, Elastic), or adjacent enterprise IT management / IT automation software.

• Proven success closing 6- and 7-figure deals with Polish enterprise and/or public-sector accounts, including multi-stakeholder cycles of 9-12+ months.

• Strong command of value-based / consultative selling and a recognized methodology (MEDDPICC, Challenger, Force Management or equivalent).

• Experience working through channel partners (SIs, resellers, MSPs), ideally including formal partner-led and partner-influenced motions.

• Polish public-sector knowledge, familiarity with PZP (public procurement law), tender mechanics and EU-funded IT programs.

• Native or fully fluent Polish and professional working English (written and spoken), both are required, as you will work daily with Polish customers/partners and a regional CEE team.

• Executive presence and the ability to credibly hold a CIO/CTO conversation about IT operating model, automation strategy and digital resilience.

• High ownership and self-direction, this is a country-level role with significant autonomy.

Nice to have

• Existing network of CIO/CTO and Head-of-IT-Operations relationships in Polish banking, telco, energy, utilities, manufacturing, retail or public administration.

• Familiarity with ITSM, AIOps/Operations Management, Discovery, Control-M or with directly competing platforms.

• Experience in a distributor or VAD environment and an understanding of how vendor-distributor-partner economics work.

• Bachelors or Masters degree in a business, IT or engineering field.

Benefits

• Base salary: PLN 250,000–350,000 gross/year, plus benefits (Higher ranges are open for discussion according to profile)

• A senior commercial role with full ownership of the Polish market in one of the most strategic territories in our expansion.

• Competitive base salary plus uncapped commission and accelerators on over-achievement.

• Car allowance, laptop, mobile phone.

• Private medical care, life insurance and a multi-benefit package

• Direct access to global enablement, training and certification programs

• Hybrid work model based out of our Warsaw office, with flexibility to manage your own diary.

JUST ONE is an Executive Search & Recruitment firm, providing Headhunting at all levels of seniority, covering all functions, serving all industry sectors.Originally from Greece, we are recruiting in whole Europe from entry level to GM Cluster level. We have our own offices in Greece, in Cyprus, in France and a strong partnership with Italy. At the beginning of 2024, we will open in Spain and in the Netherlands.We act with strategy, determination and commitment. We present a large choice of candidates, from the 1st week of the search, providing efficient reports with crucial information on our candidates. We mainly work on a Succes Basis, our main purpose is a win-win collaboration and our ultimate goal: the hiring.We make the difference! We are unique! We are JUST ONE !

JUST ONE is an Executive Search & Recruitment firm, providing Headhunting at all levels of seniority, covering all functions, serving all industry sectors.

Originally from Greece, we are recruiting in whole Europe from entry level to GM Cluster level. We have our own offices in Greece, in Cyprus, in France and a strong partnership with Italy. At the beginning of 2024, we will open in Spain and in the Netherlands.
We act with strategy, determination and commitment. We present a large choice of candidates, from the 1st week of the search, providing efficient reports with crucial information on our candidates. We mainly work on a Succes Basis, our main purpose is a win-win collaboration and our ultimate goal: the hiring.

We make the difference! We are unique! We are JUST ONE !