Solution Engineering Manager – Mainframe

BMC Software

Remote manager leading BMC’s mainframe Sales Engineering team across the United States. Driving technical wins, modernization positioning, customer value, and development of scarce mainframe talent.

Posted 8/5/2026full-timeRemote • 🇺🇸 United StatesSeniorLead💰 $132,975 - $221,625 per yearWebsite

Core Competencies

Role fit

Core Competencies

Use this summary to align your resume positioning with the role.

Demonstrates expertise in leading and developing technical teams, with a focus on mainframe solutions and customer engagement. Proficient in driving technical wins, managing performance metrics, and fostering collaboration between sales and engineering teams.

Highest-signal resume keywords

Mainframe Sales Engineering LeadershipTechnical Consulting ExperienceCustomer Engagement and AdoptionBusiness Case DevelopmentAdvanced Communication Skills

ATS Keywords

Tailor your resume

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills

Mainframe SolutionsBMC AMIDevOpsAI/ML OperationsROI AnalysisTCO AnalysisPipeline MetricsTechnical Risk AssessmentCompetitive AnalysisCustomer Requirements Validation

Soft Skills

Coaching and MentoringCredibility with StakeholdersAdaptability in CommunicationTeam DevelopmentPerformance Management

Tools & Technologies

Cloud Automation IntegrationCustomer Success PlatformsSales Metrics ToolsEnablement ProgramsHands-On Labs

Industry Keywords

Pre-Sales ExperienceTechnical DeliveryMainframe ModernizationHybrid Cloud IntegrationScarce-Skill Disciplines

Tech Stack

Tools & technologies

Cloud

About the role

Key responsibilities & impact

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 feedback on technical delivery, discovery quality, and executive presence
Own the technical win for mainframe opportunities across the assigned territory
Inspect deals for technical risk, competitive exposure, and validated customer requirements
Engage personally in strategic, complex, and executive-level opportunities
Partner with Sales Directors on territory planning, account segmentation, coverage models, and pipeline generation
Surface product gaps, competitive losses, and customer requirements to the business unit and Research and Development
Support mainframe modernization and artificial-intelligence-driven operations positioning, including BMC AMI, mainframe DevOps, and distributed/cloud automation integration
Drive customer adoption and value realization with Customer Success and Renewals
Report Sales Engineering KPIs, capacity utilization, and technical win rate quarterly
Drive team participation in enablement programs, hands-on labs, and certification tracks
Keep the team current on BMC AMI releases and competitive movement

Requirements

What you’ll need

7+ years' experience in a pre-sales capacity, technical consulting, or a related customer-facing technical role
At least 2 years leading people, pods, or technical programs
Ability to establish credibility with senior technical stakeholders
Ability to recognize limits of own expertise and involve appropriate experts
Track record of coaching technical individual contributors to measurable performance or career improvement
Demonstrated ability to create and deliver compelling demonstrations and coach others
Experience building and defending business cases and value narratives with economic buyers, including ROI, TCO, and cost-of-inaction framing
Advanced verbal and written communication skills
Ability to move between deep technical discussions and executive-level business framing
Comfort using pipeline, activity, capacity, and win-rate metrics for resourcing decisions
Ability to travel across North America, including customer sites, BMC events, and industry conferences
Ability to embrace and live BMC values
Nice to have: subject matter expertise in one or more z/OS solutions
Nice to have: mainframe modernization, hybrid cloud integration, or AI/ML-driven operations experience
Nice to have: talent development experience in scarce-skill disciplines, including apprenticeship, rotation, or early-career technical programs

Benefits

Comp & perks

Variable plan
Country specific benefits
Compensation package including annual base salary and other rewards
Equal opportunity employment
Reasonable accommodation during the application and hiring process