Senior Solution Engineer Remote

This role can be based remotely in United States

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CA-AJ

BMC empowers nearly 80% of the Forbes Global 100 to accelerate business value, faster than humanly possible. Our industry-leading portfolio unlocks human and machine potential to drive business growth, innovation, and sustainable success. BMC does this in a simple and optimized way by connecting people, systems, and data that power the world’s largest organizations so they can seize a competitive advantage.

BMC Software Value and Solution Engineering (VSE) professionals are highly consultative, technical and business experts that deliver the clear vision and strategies required to help customers achieve their de-sired business outcomes and value. The VSE team partners closely with Sales and customers to capture requirements and articulate how BMC’s unique and differentiated capabilities can best serve customer needs. This is a highly visible team working with our most successful sales teams to support the most pres-tigious companies around the world.

The STAR Solution Engineer is a technical trusted advisor responsible for owning the technical motion in the deal. This role translates complex technical capabilities into clear business value, builds deep relationships with technical stakeholders, and partners closely with Sales to drive opportunity progression and executive alignment.
Key Responsibilities

• Lead with value by anchoring all engagements to customer business outcomes rather than product features.
• Own the technical sales cycle including discovery, solution design, demonstrations, validation, and proof of value.
• Build, develop, and maintain technical champions across accounts to accelerate decision-making and reduce deal risk.
• Engage early with Sales as an embedded partner to shape account strategy and influence deal direction.
• Translate complex technical solutions into compelling business narratives for technical and executive audiences.
• Deliver high-impact demonstrations and presentations tailored to customer-specific pain points.
• Drive disciplined execution using structured methodologies (e.g., value hypothesis, stakeholder alignment, opportunity visibility).
• Orchestrate internal and external resources (Sales, Product, Customer Success, ecosystem partners) for successful outcomes.
• Leverage AI and automation to increase productivity and focus on high-value customer engagements.

• Customer-Centric:
  Deep understanding of customer business priorities, constraints, and outcomes.
• Value-Led Execution:
  Every interaction tied to measurable business value.
• Outcome-Focused:
  Success defined by customer impact and deal progression.
• Strategic Co-Selling:
  Operate as a proactive sales partner, not a reactive technical resource.
• Accountability:
  Own technical relationships, execution quality, and customer trust.
• Technical Championship:
  Intentionally build and develop champions within accounts.

• Translate technical solutions into business value and customer outcomes.
• Build technical credibility and trusted advisor status across stakeholders.
• Lead with business outcomes to frame customer conversations.
• Cultivate technical champions and influence buying decisions.
• Orchestrate ecosystem resources to scale engagement and impact.

• ACV impact from accounts and opportunities engaged.
• Number and effectiveness of technical champions developed.
• Customer-facing time focused on value-driven engagements.
• Execution quality across deliverables (e.g., demos, PoV, business cases).
• Win rate and overall opportunity progression.

• You can embrace, live and breathe our BMC values every day!
• 7+ years experience in a presales capacity, or relatable technical role
• Proven ability to develop a broad awareness of the client's technical architecture and emerging technologies with enough knowledge to determine what is and is not possible
• Subject matter expertise on the technology and business use of one or more z/OS solutions
• Demonstrated artistry…