Senior Indirect Sales Manager - Hong Kong

BMC Helix; Hong Kong; On-site; HKD 900,000 - 1,500,000; Full time

Job summary

BMC Helix in Hong Kong is seeking a Senior Indirect Sales Manager to propel business growth across the region, strengthening our partner ecosystem and increasing indirect channel revenue contribution. You will manage both indirect and direct sales motions, engaging with System Integrators, Distributors, Channel Partners, and strategic alliances.

Lead territory planning, pipeline development, and executive engagements with CIOs and IT leaders to advance IT modernization, automation, and

Qualifications

• 12+ years of experience in Enterprise Software, SaaS, IT Product Sales, or related enterprise technology environments.
• Strong track record in indirect / channel / partner sales, including partner ecosystem development, partner-sourced pipeline generation, and revenue growth.
• Experience with enterprise solutions such as ITSM, ITOM, AIOps, Automation, Observability, Cloud, or Infrastructure Management.

Responsibilities

• Drive indirect go-to-market strategy across Hong Kong, focused on partner-led pipeline, revenue, and market penetration.
• Drive direct enterprise sales opportunities alongside partner-led business development to achieve territory revenue objectives.
• Own territory planning, pipeline generation, forecasting, and revenue delivery across Hong Kong.

Job description

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—enabling proactive, resilient IT operations across complex enterprise environments.

As a Senior Indirect Sales Manager, you will be responsible for driving BMC Helix's business growth across Hong Kong, with a primary focus on strengthening our partner ecosystem and increasing indirect channel revenue contribution.

Channel Strategy & Partner Ecosystem Development

• Develop and execute the indirect go-to-market strategy across Hong Kong, focused on increasing partner-led pipeline, revenue, and market penetration.
• Build, strengthen, and expand relationships with System Integrators, Distributors, Channel Partners, and Strategic Alliances.
• Drive Sell-To, Sell-With, and Sell-Through motions to generate new business, expand existing accounts, and accelerate partner contribution.
• Develop joint business plans with strategic partners, including account mapping, pipeline targets, co‑selling strategies, and demand‑generation initiatives.
• Identify and develop new strategic partners while strengthening the productivity and commercial engagement of existing partners.
• Collaborate with partners on joint customer pursuits, opportunity qualification, solution positioning, and complex deal execution.

Direct Enterprise Sales & Business Growth

• Drive direct enterprise sales opportunities alongside partner‑led business development to achieve overall territory revenue objectives.
• Identify, develop, and close new‑logo opportunities while expanding relationships within existing enterprise accounts.
• Own enterprise sales engagements from prospecting and discovery through commercial negotiations and closure.
• Build and maintain executive relationships with CIOs, CTOs, CISOs, IT Operations leaders, and key business stakeholders.
• Identify whitespace opportunities and position BMC Helix solutions to address customer priorities around IT modernization, automation, and operational resilience.

Territory Management & Sales Execution

• Own territory planning, pipeline generation, forecasting, and revenue delivery across Hong Kong.
• Build a balanced sales pipeline through partner‑sourced opportunities, direct prospecting, and joint go‑to‑market initiatives.
• Position BMC Helix solutions across ITSM, ITOM, AIOps, Observability, Automation, and related enterprise technologies through consultative, value‑based selling.
• Apply structured sales methodologies such as MEDDIC/MEDDPICC to qualify opportunities and manage complex enterprise sales cycles.
• Navigate commercial negotiations, procurement processes, and multi‑stakeholder decision‑making.
• Collaborate with Solution Engineering, Marketing, Customer Success, and regional leadership to accelerate business growth and partner‑led execution.

Experience & Background

• 12+ years of experience in Enterprise Software, SaaS, IT Product Sales, or related enterprise technology environments.
• Strong track record in Indirect / Channel / Partner Sales, including partner ecosystem development, partner‑sourced pipeline generation, and revenue growth.
• Demonstrated experience in Direct Enterprise Sales, with proven success in new‑logo acquisition, strategic account expansion, and closing complex enterprise deals.
• Experience working with System Integrators, Distributors, Channel Partners, and Strategic Alliances, preferably within the Hong Kong enterprise technology market.
• Preferred experience selling enterprise solutions such as ITSM, ITOM, AIOps, Automation, Observability, Cloud, or Infrastructure Management.

Sales & Partner Management Expertise

• Strong understanding of Sell-To, Sell-With, and Sell‑Through sales models, including joint account planning and partner‑led opportunity execution.
• Ability to build and develop partner relationships that translate into measurable pipeline and revenue contribution.
• Strong enterprise sales capabilities, including consultative selling, complex deal management, negotiation, and executive stakeholder engagement.
• Established relationships within the Hong Kong enterprise customer and technology partner ecosystem.
• Experience in territory planning, pipeline management, forecasting, and structured sales methodologies such as MEDDIC/MEDDPICC.
• Proficiency with Salesforce or equivalent CRM platforms.

Personal Attributes

• Strong commercial ownership with a proactive, results‑oriented and entrepreneurial mindset.
• Ability to balance long‑term channel development with immediate direct sales execution.
• Strategic relationship builder with strong negotiation, influencing, and executive communication skills.
• Self‑driven, adaptable, and comfortable operating 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

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 Helix maintains a strict policy of not requesting any form of payment in exchange for employment opportunities, upholding a fair and ethical hiring process.