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.