Solution Engineer

Job Description and Requirements

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 vision and strategies required to help customers achieve their desired business outcomes and value. The VSE team partners closely with Sales and customers to capture requirements and articulate how BMC’s unique capabilities can best serve customer needs. This highly visible team works with our most successful sales teams to support the most prestigious companies around the world.

BMC helps customers run and reinvent their businesses in the digital age by tackling their IT (Information Technology) management challenges, championing their innovation, and celebrating their success. Every BMC employee has the potential to have a tremendous impact on customer success—and when customers thrive, we all do.

The BMC Software Sales Engineer provides technical and IT process–related consultancy to accounts that require mainframe industry knowledge as well as BMC product knowledge. Candidates must have advanced level verbal and written communication skills.

• Provide technical expertise throughout the sales cycle, assisting in articulating the customer challenge as it relates to the BMC product‑set.
• Actively participate in sales calls, handling all technical questions and explanations and explaining the technical capabilities of BMC’s products vis‑à‑vis competition.
• Collect business and technical information from clients regarding requirements, determine whether BMC solutions can technically satisfy these requirements, and confer with the sales representative, technical and sales management on observations.
• Focus on sales opportunities requiring solutions in heterogeneous environments, define sales and technical strategies with little supervision, and communicate the success of the strategy.
• Deliver and customize technical presentations on BMC solutions, building new presentations for use by sales and other Solution Engineers, and explaining solution capabilities, limitations, and implementation.
• Design and build customized demonstrations of BMC solutions for prospective customers, present and deliver these demonstrations to clients, and assist other Solution Engineers in developing demonstrations.
• Support the clients throughout Proof of Concepts (POC) while keeping the sales team informed of the POC status and identifying and resolving technical and business problems with the POC.
• Research, compose, and deliver responses to RFPs, interact with clients to clarify requirements, and review RFP responses for technical accuracy.
• Provide demonstrations and presentations for BMC seminars and trade shows, performing necessary equipment set‑up and installation.
• Help customers leverage their world‑class technology and partnership with BMC so they realize the full value of their investments.
• Drive customer adoption and success by providing governance advice, usage/adoption recommendations, risk identification, and mitigation.
• Gain credibility and mindshare with key technical stakeholders at the client across the BMC mainframe stack.

• Five or more years of experience in a presales capacity or a comparable 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 skill in creating and delivering compelling demonstrations.
• Ability to embrace, live, and breathe BMC values every day.

• BMC Software product knowledge.

BMC’s culture is built around its people.…