Sales Engineer - Mainframe

BMC Software, Inc.; United States; Hybrid; USD 102,000 - 170,000; Full time

Job summary

BMC Software, Inc. is seeking a Sales Engineer to support the mainframe product family. This role centers on uncovering business and technical challenges, delivering credible demonstrations, and guiding Proof of Value engagements to drive measurable outcomes.

The ideal candidate blends hands-on mainframe credibility with consultative sales skills, strong communication, and the ability to translate complex mainframe concepts into customer value. Hybrid/remote US-based role with travel as needed.

Qualifications

• 3-5 years of experience in a pre-sales capacity or related technical role with hands-on mainframe experience.
• Ability to learn consultative sales techniques and articulate customer value.
• Experience discussing client technical architectures and emerging technologies.

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

Pre-sales experience

Mainframe knowledge

Presentation skills

Customer-facing

Communication skills

Value-selling

Tools

JCL

TSO/ISPF

SDSF

SMP/E

z/OS

USS

Job description

You may occasionally be required to travel for business

Additional Locations:

This role can be based remotely in United States

Description and Requirements

Hybrid: #LI-Hybrid

BMC empowers nearly 80% of the Forbes Global 100 to accelerate business value, faster than humanly possible. Our industry-leading portfolio unlocks human and machine potential to drive business growth, innovation, and sustainable success. BMC does this in a simple and optimized way by connecting people, systems, and data that power the world’s largest organizations so they can seize a competitive advantage.

At BMC, we put customers first. Through our BMC First culture, we empower employees to innovate, collaborate, and help customers achieve meaningful business outcomes. We believe great ideas come from curious people who are passionate about solving complex challenges and creating value for customers. Every employee has the opportunity to make an impact, grow their career, and contribute to our customers' success.

The Sales Engineer is an independent technical sales professional responsible for supporting the assigned BMC mainframe product family. This role partners with sales teams and customers to uncover business and technical challenges, connect requirements to BMC capabilities, deliver credible demonstrations, and support proof-of-value activities that help customers achieve measurable business outcomes.

Ideal candidates combine hands-on mainframe technical credibility with curiosity, strong communication skills, and the desire to grow as a consultative sales professional. They should be comfortable learning BMC products, engaging technical and business stakeholders, and translating complex mainframe concepts into customer value.

Primary responsibilities for role:

• 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.

Requirements:

• You can embrace, live, and breathe our BMC values every day!
• 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.

Preferred Skills (in one or more of these areas):

• Performance monitoring and automation
• AI tooling (prompt engineering, MCP, agentic workflows)

Success Traits:

• Customer focused
• 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.

CA-DNP

Our commitment to you!

BMC’s culture is built around its people. We have 6000+ brilliant minds working together across the globe. You won’t be known just by your employee number, but for your true authentic self. BMC lets you be YOU!

BMC is committed to equal opportunity employment regardless of race, age, sex, creed, color, religion, citizenship status, sexual orientation, gender, gender expression, gender identity, national origin, disability, marital status, pregnancy, disabled veteran or status as a protected veteran. If you need a reasonable accommodation for any part of the application and hiring process, visit the accommodation request page.

BMC Software maintains a strict policy of not requesting any form of payment in exchange for employment opportunities, upholding a fair and ethical hiring process.

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 $102,150 - $170,250

We use AI technology to support parts of our recruitment process, but people—not algorithms—make all final hiring decisions. AI may assist with tasks like scheduling, screening for role alignment, or helping us manage large volumes of applications more efficiently. However, candidates are reviewed by a member of our recruitment team, and interviews and hiring decisions are always made by people. We’re committed to ensuring that technology enhances fairness, efficiency, and the candidate experience—never replaces genuine human judgment.