Sales Engineer - Mainframe

Summary

BMC Software provides technology solutions that help large organizations connect people, systems, and data to accelerate business value. The Sales Engineer supports BMC’s mainframe product family by uncovering customer challenges, demonstrating solutions, supporting proof-of-value activities, and partnering with sales and customer success teams to drive measurable business outcomes.

Responsibilities

• Lead customer discovery conversations to identify technical challenges, business objectives, and desired outcomes
• Aligns customer pain points to required capabilities and BMC solutions
• Deliver product demonstrations and technical presentations for standard customer opportunities
• Support Proof of Value engagements and document success criteria
• Partner with Account Managers and Customer Success teams to support renewals and growth opportunities
• Share field feedback with Product Management and Marketing teams
• Represent BMC at customer events, webinars, and industry conferences
• Contributes to presentations and demonstration content used by the sales organization
• Builds trusted technical relationships with customer stakeholders associated with the assigned product family
• Develop and apply BMC's value-selling methodologies, including Command of the Message, to connect customer challenges, required capabilities, and measurable business outcomes

Skills

• 3-5 years of experience in a pre-sales capacity or a related technical role, with hands-on mainframe experience and the ability to learn consultative sales techniques
• 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
• Technical familiarity or subject matter expertise in one or more z/OS solution areas, with enough depth to credibly discuss customer challenges, product fit, and implementation considerations
• Demonstrate artistry with creating and delivering compelling presentations and demonstrations
• Practical experience with core mainframe tools and environments such as JCL, TSO/ISPF, SDSF, SMP/E, z/OS, and USS
• Strong analytical and problem-solving skills
• Excellent presentation and communication skills
• Ability to build trusted relationships
• Strong self-development and continuous learning orientation
• Ability to explain complex technical concepts in business terms
• CICS, Db2, IMS, MQ, VTAM/TCPIP
• Performance monitoring and automation
• Developer tooling (Debugging, Testing, SCM, Data Management)
• AI tooling (prompt engineering, MCP, agentic workflows)

Qualifications

Must Haves

• 3-5 years of experience in a pre-sales capacity or a related technical role, with hands-on mainframe experience and the ability to learn consultative sales techniques
• 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
• Technical familiarity or subject matter expertise in one or more z/OS solution areas, with enough depth to credibly discuss customer challenges, product fit, and implementation considerations
• Demonstrate artistry with creating and delivering compelling presentations and demonstrations
• Practical experience with core mainframe tools and environments such as JCL, TSO/ISPF, SDSF, SMP/E, z/OS, and USS
• Strong analytical and problem-solving skills
• Excellent presentation and communication skills
• Ability to build trusted relationships
• Strong self-development and continuous learning orientation
• Ability to explain complex technical concepts in business terms

Nice to Haves

• CICS, Db2, IMS, MQ, VTAM/TCPIP
• Performance monitoring and automation
• Developer tooling (Debugging, Testing, SCM, Data Management)
• AI tooling (prompt engineering, MCP, agentic workflows)

Benefits

• This role can be based remotely in United States
• A variable plan
• Country specific benefits