Solution Engineering Manager – Mainframe

This is a fully remote position, open to applicants in United States.

📋 Description

• Lead, mentor, and develop a team of mainframe Sales Engineers, which encompasses hiring, onboarding, performance management, career development, and compensation strategies.

• Conduct regular one-on-ones, customer ride-alongs, and demo evaluations.

• Provide constructive feedback on technical delivery, quality of discovery, and executive presence.

• Take ownership of the technical success for mainframe opportunities within the designated territory.

• Assess deals for technical risks, competitive exposure, and validated customer needs.

• Personally engage in strategic, complex, and executive-level opportunities.

• Collaborate with Sales Directors on territory planning, account segmentation, coverage strategies, and pipeline development.

• Identify product gaps, competitive losses, and customer needs to relay to the business unit and Research and Development.

• Support initiatives for mainframe modernization and AI-driven operations positioning, including BMC AMI, mainframe DevOps, and distributed/cloud automation integration.

• Promote customer adoption and value realization in conjunction with Customer Success and Renewals.

• Report Sales Engineering KPIs, capacity utilization, and technical win rates on a quarterly basis.

• Encourage team participation in enablement programs, hands-on labs, and certification tracks.

• Ensure the team remains updated on BMC AMI releases and competitive developments.

⛳️ Requirements

• A minimum of 7 years' experience in a pre-sales role, technical consulting, or a similar customer-facing technical position.

• At least 2 years of experience in leading teams, pods, or technical programs.

• Proven ability to establish credibility with senior technical stakeholders.

• Capability to recognize the limits of one’s expertise and involve the relevant experts when necessary.

• A demonstrated history of guiding technical individual contributors to measurable performance enhancements or career advancements.

• Proven ability to create and deliver engaging demonstrations and coach others effectively.

• Experience in building and defending business cases and value narratives for economic buyers, including ROI, TCO, and cost-of-inaction considerations.

• Advanced verbal and written communication skills.

• Ability to navigate between in-depth technical discussions and executive-level business contexts.

• Proficiency in utilizing pipeline, activity, capacity, and win-rate metrics for resource allocation decisions.

• Willingness to travel across North America, including customer locations, BMC events, and industry conferences.

• Commitment to embracing and exemplifying BMC values.

• Nice to have: expertise in one or more z/OS solutions.

• Nice to have: experience with mainframe modernization, hybrid cloud integration, or AI/ML-driven operations.

• Nice to have: experience in talent development within scarce-skill disciplines, including apprenticeship, rotation, or early-career technical programs.

🏝️ Benefits

• Variable compensation plan.

• Country-specific benefits.

• Comprehensive compensation package including annual base salary and additional rewards.

• Equal opportunity employer.

• Reasonable accommodations available during the application and hiring process.