Description and Requirements
CareerArc Code
CA-BS
#LI-BS1
Remote: #LI-Remote
The BMC Software Sales Engineering Manager leads a team of mainframe Sales Engineers within the Intelligent Z Optimization and Transformation (IZOT) business unit, supporting BMC AMI (Automated Mainframe Intelligence) and the broader z/OS portfolio across the Americas. This is a player-coach leadership role: the manager owns the technical win across the assigned territory while building the people, skills, and practices that make those wins repeatable. Mainframe expertise is a scarce and aging resource across the industry, so attracting and developing the next generation of BMC mainframe technical talent is a core expectation of this role rather than an optional activity. Candidate must have advanced level verbal and written communication skills.
How YOU will contribute to BMC's and your own success - 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 direct and actionable feedback on technical delivery, discovery quality, and executive presence.
- Own the technical win for mainframe opportunities across the assigned territory and coach the team to lead with value. Inspect deals for technical risk, competitive exposure, and evidence of a validated customer requirement.
- Engage personally in strategic, complex, and executive-level opportunities where deal size, competitive pressure, or customer seniority warrants manager involvement.
- Partner with Sales Directors on territory planning, account segmentation, coverage models, and pipeline generation.
- Serve as the field voice to the business unit and to Research and Development, surfacing product gaps, competitive losses, and customer requirements with specific and evidence-based detail.
- Support mainframe modernization and artificial intelligence driven operations positioning, including BMC AMI capabilities, mainframe DevOps, and integration with distributed and cloud automation platforms.
- Drive customer adoption and value realization in partnership with Customer Success and Renewals through governance advice, usage and adoption recommendations, and risk identification and mitigation.
- Report on Sales Engineering key performance indicators, capacity utilization, and technical win rate to Sales Engineering and sales leadership on a quarterly cadence.
- Drive team participation in enablement programs, hands-on labs, and certification tracks, and keep the team current on BMC AMI releases and competitive movement.
To ensure you're set up for success, you will bring the following skillset & experience - You can embrace, live, and breathe our BMC values every day!
- 7+ years' experience in a pre-sales capacity, technical consulting, or a relatable customer-facing technical role, including at least 2 years leading people, pods, or technical programs.
- Ability to establish credibility with senior technical stakeholders, to recognize the limits of your own expertise, and to bring the right expert into the room without losing control of the engagement.
- Track record of coaching technical individual contributors to measurable improvement in performance or career progression.
- Demonstrated artistry with creating and delivering compelling demonstrations, and the ability to coach others to the same standard.
- Experience building and defending business cases and value narratives with economic buyers, including return on investment, total cost of ownership, and cost-of-inaction framing, and the ability to coach others to the same standard.
- Advanced level verbal and written communication skills, with the ability to move between deep technical discussion and executive-level business framing.
- Comfort operating with metrics such as pipeline, activity, capacity, and win rate, and using them to make and defend resourcing decisions.
- Ability to travel across North America, including customer sites, BMC events, and industry conferences.
Nice to have (our team can help you develop these) - Subject matter expertise on the technology and business use of one or more z/OS solutions, drawn from previous hands-on experience.
- Experience supporting mainframe modernization, hybrid cloud integration, or artificial intelligence and machine learning driven operations initiatives.
- Experience with talent development in a scarce-skill discipline, including apprenticeship, rotation, or early-career technical programs.
#LI-Remote
The annual base salary range represents the low and high end of the BMC salary range for this position. Actual salaries depend on a wide range of factors that are considered in making compensation decisions, including but not limited to skill sets; experience and training, licensure, and certifications; and other business and organizational needs.
The range listed is just one component of BMC's employee compensation package. Other rewards may include a variable plan and country specific benefits.
At BMC, it is not typical for an individual to be hired at /near the top of the range. A reasonable estimate of the current range is $132,975 - 221,625
Min salary
132,975
Mid point salary
177,300
Max salary
221,625
Min Salary - NEW
132,975
Max Salary - NEW
221,625
