Solution Engineering Manager – Mainframe

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🔥 23 minutes ago

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BMC Software

WebsiteLinkedInAll Job Openings

5001 - 10000 employees

Founded 1980

🏢 Enterprise

☁️ SaaS

🤝 B2B

💰 Series unknown on 2018-06

Enterprise • SaaS • B2B

BMC Software is a long-established enterprise software company that builds IT operations, service management, automation, and cloud/mainframe management solutions for other businesses. The company delivers enterprise-grade products and platforms (including on-premises and SaaS offerings) that help organizations monitor, manage, and automate IT services and infrastructure, and it increasingly emphasizes AI-driven capabilities and collaboration in its product portfolio.

📋 Description

• Lead, coach, and develop a team of mainframe Sales Engineers, including hiring, onboarding, performance management, career pathing, and compensation planning • Conduct regular 1:1s, customer ride-alongs, and demo reviews • Provide feedback on technical delivery, discovery quality, and executive presence • Own the technical win for mainframe opportunities across the assigned territory • Inspect deals for technical risk, competitive exposure, and validated customer requirements • Engage personally in strategic, complex, and executive-level opportunities • Partner with Sales Directors on territory planning, account segmentation, coverage models, and pipeline generation • Surface product gaps, competitive losses, and customer requirements to the business unit and Research and Development • Support mainframe modernization and artificial-intelligence-driven operations positioning, including BMC AMI, mainframe DevOps, and distributed/cloud automation integration • Drive customer adoption and value realization with Customer Success and Renewals • Report Sales Engineering KPIs, capacity utilization, and technical win rate quarterly • Drive team participation in enablement programs, hands-on labs, and certification tracks • Keep the team current on BMC AMI releases and competitive movement

🎯 Requirements

• 7+ years' experience in a pre-sales capacity, technical consulting, or a related customer-facing technical role • At least 2 years leading people, pods, or technical programs • Ability to establish credibility with senior technical stakeholders • Ability to recognize limits of own expertise and involve appropriate experts • Track record of coaching technical individual contributors to measurable performance or career improvement • Demonstrated ability to create and deliver compelling demonstrations and coach others • Experience building and defending business cases and value narratives with economic buyers, including ROI, TCO, and cost-of-inaction framing • Advanced verbal and written communication skills • Ability to move between deep technical discussions and executive-level business framing • Comfort using pipeline, activity, capacity, and win-rate metrics for resourcing decisions • Ability to travel across North America, including customer sites, BMC events, and industry conferences • Ability to embrace and live BMC values • Nice to have: subject matter expertise in one or more z/OS solutions • Nice to have: mainframe modernization, hybrid cloud integration, or AI/ML-driven operations experience • Nice to have: talent development experience in scarce-skill disciplines, including apprenticeship, rotation, or early-career technical programs

🏖️ Benefits

• Variable plan • Country specific benefits • Compensation package including annual base salary and other rewards • Equal opportunity employment • Reasonable accommodation during the application and hiring process