Description and Requirements
CareerArc Code
CA-AJ
Remote: #LI-Remote
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.
BMC Software Value and Solution Engineering (VSE) professionals are highly consultative, technical and business experts that deliver the clear vision and strategies required to help customers achieve their de-sired business outcomes and value. The VSE team partners closely with Sales and customers to capture requirements and articulate how BMC's unique and differentiated capabilities can best serve customer needs. This is a highly visible team working with our most successful sales teams to support the most pres-tigious companies around the world.
The STAR Solution Engineer is a technical trusted advisor responsible for owning the technical motion in the deal. This role translates complex technical capabilities into clear business value, builds deep relationships with technical stakeholders, and partners closely with Sales to drive opportunity progression and executive alignment.
Key Responsibilities - Lead with value by anchoring all engagements to customer business outcomes rather than product features.
- Own the technical sales cycle including discovery, solution design, demonstrations, validation, and proof of value.
- Build, develop, and maintain technical champions across accounts to accelerate decision-making and reduce deal risk.
- Engage early with Sales as an embedded partner to shape account strategy and influence deal direction.
- Translate complex technical solutions into compelling business narratives for technical and executive audiences.
- Deliver high-impact demonstrations and presentations tailored to customer-specific pain points.
- Drive disciplined execution using structured methodologies (e.g., value hypothesis, stakeholder alignment, opportunity visibility).
- Orchestrate internal and external resources (Sales, Product, Customer Success, ecosystem partners) for successful outcomes.
- Leverage AI and automation to increase productivity and focus on high-value customer engagements.
Operating Principles - Customer-Centric: Deep understanding of customer business priorities, constraints, and outcomes.
- Value-Led Execution: Every interaction tied to measurable business value.
- Outcome-Focused: Success defined by customer impact and deal progression.
- Strategic Co-Selling: Operate as a proactive sales partner, not a reactive technical resource.
- Accountability: Own technical relationships, execution quality, and customer trust.
- Technical Championship: Intentionally build and develop champions within accounts.
Core Focus Areas - Translate technical solutions into business value and customer outcomes.
- Build technical credibility and trusted advisor status across stakeholders.
- Lead with business outcomes to frame customer conversations.
- Cultivate technical champions and influence buying decisions.
- Orchestrate ecosystem resources to scale engagement and impact.
Success Metrics - ACV impact from accounts and opportunities engaged.
- Number and effectiveness of technical champions developed.
- Customer-facing time focused on value-driven engagements.
- Execution quality across deliverables (e.g., demos, PoV, business cases).
- Win rate and overall opportunity progression.
To ensure you're set up for success, you will bring the following skillset and experience: You can embrace, live and breathe our BMC values every day!
7+ years experience in a presales capacity, or relatable technical role
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
Subject matter expertise on the technology and business use of one or more z/OS solutions
Demonstrated artistry with creating and delivering compelling demonstrations
Drawing from your previous experiences, you are a subject matter expert on z/OS solutions.
Whilst these are nice to have, our team can help you develop in the following skills: BMC Software product knowledge
#LI-Remote
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!
If after reading the above, You're unsure if you meet the qualifications of this role but are deeply excited about BMC and this team, we still encourage you to apply! We want to attract talents from diverse backgrounds and experience to ensure we face the world together with the best ideas!
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 $114,525 - $190,875
Min salary
114,525
Mid point salary
152,700
Max salary
190,875
Min Salary - NEW
114,525
Max Salary - NEW
190,875
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