Territory Account Manager

JUST ONE, on behalf of its client, a leading Central & Eastern European technology distributor backing a Gartner Leader in ITSM and AIOps is looking to find a Territory Account Manager to own the Polish market outright.

What you will do

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.

Requirements

Must-have

• 8+ years of B2B enterprise software sales experience in Poland, with a clear track record of consistently meeting or exceeding quota.
• Direct experience selling at least one of: ITSM/ESM platforms (BMC, ServiceNow, Atlassian,), AIOps/Observability/APM tools (Dynatrace, Datadog, Splunk, Elastic), or adjacent enterprise IT management / IT automation software.
• Proven success closing 6- and 7-figure deals with Polish enterprise and/or public-sector accounts, including multi-stakeholder cycles of 9-12+ months.
• Strong command of value-based / consultative selling and a recognized methodology (MEDDPICC, Challenger, Force Management or equivalent).
• Experience working through channel partners (SIs, resellers, MSPs), ideally including formal partner-led and partner-influenced motions.
• Polish public-sector knowledge, familiarity with PZP (public procurement law), tender mechanics and EU-funded IT programs.
• Native or fully fluent Polish and professional working English (written and spoken), both are required, as you will work daily with Polish customers/partners and a regional CEE team.
• Executive presence and the ability to credibly hold a CIO/CTO conversation about IT operating model, automation strategy and digital resilience.
• High ownership and self-direction, this is a country-level role with significant autonomy.

Nice to have

• Existing network of CIO/CTO and Head-of-IT-Operations relationships in Polish banking, telco, energy, utilities, manufacturing, retail or public administration.
• Familiarity with ITSM, AIOps/Operations Management, Discovery, Control-M or with directly competing platforms.
• Experience in a distributor or VAD environment and an understanding of how vendor-distributor-partner economics work.
• Bachelors or Masters degree in a business, IT or engineering field.

Benefits

• Base salary: PLN 250,000-350,000 gross/year, plus benefits (Higher ranges are open for discussion according to profile)
• A senior commercial role with full ownership of the Polish market in one of the most strategic territories in our expansion.
• Competitive base salary plus uncapped commission and accelerators on over-achievement.
• Car allowance, laptop, mobile phone.
• Private medical care, life insurance and a multi-benefit package
• Direct access to global enablement, training and certification programs
• Hybrid work model based out of our Warsaw office, with flexibility to manage your own diary.