Remote Mainframe Sales Engineering Manager

BMC Software, Inc; New York (NY); Remote; USD 133,000 - 222,000; Full time

Job summary

BMC Software, Inc. is seeking a Sales Engineering Manager to lead a team of mainframe Sales Engineers within the IZOT unit. You will own technical wins across the Americas while building repeatable practices and developing talent.

This player-coach role demands executive-level communication and deep mainframe expertise to drive strategic opportunities. You will mentor the team, collaborate with Sales Directors, and contribute to modernization efforts including BMC AMI and cloud integrations.

Qualifications

• 7+ years of experience in a pre-sales capacity or technical consulting, with at least 2 years leading people.
• Ability to establish credibility with senior technical stakeholders and bring in the right experts.
• Track record coaching technical individual contributors to higher performance and progression.
• Demonstrated artistry in creating and delivering compelling demonstrations.
• Experience building and defending business cases with ROI, TCO, and cost-of-inaction framing.
• Advanced verbal and written communication skills for deep tech and executive framing.
• Comfort with pipeline, activity, capacity, and win-rate metrics to guide staffing decisions.
• Ability to travel across North America, including customer sites and conferences.

Responsibilities

• 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 with actionable feedback on technical delivery and discovery quality.
• Own the technical win for mainframe opportunities across the assigned territory and coach the team to lead with value.
• Engage personally in strategic, complex, and executive-level opportunities where deal size or seniority warrants leader 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 R&D, surfacing product gaps and customer requirements with evidence.
• Support mainframe modernization and AI-driven operations positioning, including BMC AMI and integration with cloud platforms.
• Drive customer adoption and value realization with governance advice and ROI-focused recommendations.
• Report on SE KPIs, capacity utilization, and technical win rate to leadership on a quarterly cadence.
• Drive team participation in enablement programs, labs, and certifications, keeping skills current on AMI releases.

Skills

Leadership

Pre-sales

Team coaching

Executive communication

Mainframe expertise

Value storytelling

Travel readiness

Job description

BMC Software, Inc. is seeking a Sales Engineering Manager to lead a team of mainframe Sales Engineers within the IZOT unit. You will own technical wins across the Americas while building repeatable practices and developing talent.

This player-coach role demands executive-level communication and deep mainframe expertise to drive strategic opportunities. You will mentor the team, collaborate with Sales Directors, and contribute to modernization efforts including BMC AMI and cloud integrations.