Description
CareerArc Code CA-DN #LI-DN1 Hybrid: #LI-Hybrid This Is Helix. Powered by You.
At BMC Helix, we don't do ordinary. We're the AI-native engine behind the world's most forward-thinking IT organizations, helping them focus on what matters most. What are we passionate about? We're here to reset the economics of enterprise IT and help others realize the ROI of AI.
We are a mix of curious minds, creative thinkers, and courageous builders who believe tech should change the game—not just play it. We celebrate wins, support each other, and laugh a lot.
We are the change makers. With decades of leadership and established trust in IT service and operations management, we're scaling with purpose—through organic innovation, strategic acquisitions, and relentless R&D. Our open-first Agentic AI platform empowers autonomous agents to drive real outcomes with speed, accountability, and precision.
We are laser-focused on delivering real value to our customers by accelerating innovation and the application of applying agentic AI in digital service and operations management for IT organizations around the world. BMC Helix helps the world's most forward-thinking organizations unlock human potential and multiply productivity, enabling teams to focus on the work that matters most. With decades of leadership in IT service and operations management, BMC Helix delivers next-generation solutions that maximize IT investments and bring the power of agentic AI to scale. BMC Helix embeds agentic AI across IT Service Management, IT Operations, AIOps, Automation, and Security Operations—predicting issues before they occur, automating resolution, and enabling proactive, resilient IT operations. Designed for the most complex enterprise environments, the platform supports cloud, multi-cloud, on-premises, and hybrid architectures. About the Role – Growth Sales Leader (North & East India) As a Growth Sales Leader, you will be responsible for driving net-new customer acquisition on across a large Growth territory spanning North and East India (accounts and geographies not allocated to Focused Account Managers), based out of New Delhi. You will also lead a set of existing customers and therefore drive adopt on, 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, priori ze the right accounts, and run a repeatable pipeline genera on engine—while partnering closely with internal specialists and the partner ecosystem through long, consultative enterprise sales cycles.
Here is how, through this exciting role, you will contribute to BMC's and your own success:
Territory Ownership & Growth Strategy
· Own end-to-end responsibility for the Growth territory across North and East India (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 organizations, 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 North and East India.
· Enable partner-led pursuits by ensuring strong qualifications, 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.
To ensure you're set up for success, you will bring the following skillset & experience:
Experience and background
· 10–12+ years of experience in enterprise software sales with a strong track record in net-new logo acquisition across North and/or East India (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 North and East India, 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.
Why Work Here? Because You'll Matter.
We're not hiring for roles—we're hiring for impact. At Helix, you'll solve hard problems, build smart solutions, and work with people who challenge and champion you. You'll see your ideas come to life—and your work make a difference.
We believe in trust, transparency, and grit. Our culture is inclusive, flexible, and built for people who want to stretch themselves - and support others doing the same. Whether you're remote or in-office, you'll find space to show up fully and contribute meaningfully. You won't be boxed in—you'll be backed up.
Make Your Mark At Helix
If Helix excites you but you're unsure if you meet every qualification, apply anyway. We value diverse perspectives and believe the best ideas come from everywhere.
EEOC Statement
Helix is committed to equal opportunity employment regardless of race, age, sex, creed, color, religion, citizenship status, sexual orientation, gender, gender expression, gender identity, national origin, disability, marital status, pregnancy, disabled veteran or status asa protected veteran. If you need a reasonable accommodation for any part of the application and hiring process, visit the accommodation request page.
BMC Software maintains a strict policy of not requesting any form of payment in exchange for employment opportunities, upholding a fair and ethical hiring process.(Returnship@BMC)
Had a break in your career? No worries. This role is eligible for candidates who have taken a break in their career and want to re-enter the workforce. If your expertise matches the above job, visit to https://bmcrecruit.avature.net/returnship know more and how to apply.
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