Senior Indirect Sales Manager - Hong Kong

BMC Software; Hong Kong; Hybrid; HKD 1,200,000 - 1,800,000; Full time

Job summary

BMC Helix is seeking a Senior Indirect Sales Manager to drive growth across Hong Kong by strengthening partner ecosystems and increasing indirect channel revenue. The role combines channel strategy with direct enterprise sales to secure new logos and expand strategic accounts.

You will develop relationships with System Integrators, Distributors, and Channel Partners, while executing Sell-To, Sell-With, and Sell-Through motions to maximize pipeline and revenue.

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 with partner ecosystem development.
• Proven experience in Direct Enterprise Sales, including new-logo acquisition and strategic account expansion.
• Experience working with System Integrators, Distributors, Channel Partners, and Strategic Alliances, ideally in Hong Kong.
• Familiarity with MEDDIC/MEDDPICC sales methodologies and structured opportunity qualification.

Responsibilities

• Drive direct enterprise sales opportunities alongside partner-led business development to meet territory revenue objectives.
• Identify, develop, and close new-logo opportunities while expanding relationships within existing enterprise accounts.
• Own enterprise sales engagements from prospecting through negotiations and closure.
• Build and maintain executive relationships with CIOs, CTOs, CISOs, and IT leaders to address priorities in IT modernization, automation, and resilience.
• Collaborate with Solution Engineering, Marketing, Customer Success, and regional leadership to accelerate growth and partner execution.

Skills

Indirect / Channel / Partner Sales

Partner ecosystem development

New-logo acquisition

Executive stakeholder engagement

Forecasting & revenue planning

Salesforce usage

Tools

Salesforce

Job description

Looking for details about our benefits? You can learn more about them by clicking HERE

Description and Requirements

This Is Helix. Powered by You.

AtBMC Helix, we don’t do ordinary. We’re theAI-native enginebehind 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 ofcurious minds, creative thinkers, and courageous builderswho 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-firstAgentic AI platformempowers 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.

You will develop strategic relationships with System Integrators, Distributors, Channel Partners, and Strategic Alliances, creating new business opportunities through Sell-To, Sell-With, and Sell-Through sales motions.

Alongside building a scalable partner-led business, you will actively support and drive direct enterprise sales, new-logo acquisition, and strategic account expansion, ensuring sustained revenue growth as the indirect channel matures.

This is a frontline, quota-carrying role that combines channel strategy, partner development, and hands-on enterprise sales execution. Success will require the ability to translate strong partner relationships into measurable pipeline and revenue while maintaining direct customer engagement and commercial ownership.

Here is how, through this exciting role, YOU will contribute to BMC Helix's and your own success:

• 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.

To ensure you’re set up for success, you will bring the following skillset & experience:

• 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.
• 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.

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.
• 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 forimpact. At Helix, you’llsolvehard problems, buildsmart 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 intrust, transparency, andgrit. Our culture is inclusive, flexible, and built for people who want to stretch themselves- andsupport others doing the same. Whether you’re remote or in-office, you’ll find space toshow 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 Software maintains a strict policy of not requesting any form of payment in exchange for employment opportunities, upholding a fair and ethical hiring process.

We use AI technology to support parts of our recruitment process, but people—not algorithms—make all final hiring decisions. AI may assist with tasks like scheduling, screening for role alignment, or helping us manage large volumes of applications more efficiently. However, candidates are reviewed by a member of our recruitment team, and interviews and hiring decisions are always made by people. We’re committed to ensuring that technology enhances fairness, efficiency, and the candidate experience—never replaces genuine human judgment.