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 .