# Territory Account Manager > JUST ONE | Recruitment & Executive Search agency · Warsaw, Poland (Hybrid) · Full-time · Posted 2026-07-07 **Workplace:** hybrid ## Description **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 • 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. ## Apply [Apply at JUST ONE | Recruitment & Executive Search agency](https://apply.workable.com/justone-gr/j/6ADF8F8F2A/apply) --- Powered by [Workable](https://www.workable.com)