Territory Account Manager

• 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.

• 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.

• 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.

• 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.

• 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.

• 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.