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BMC Associate Solution Engineer
United States, Ohio
453473991

07.09.2024

Description and Requirements

CareerArc Code

The Associate Solution Engineer is a self-motivated strategic and technical leader responsible for driving value-driven engagements with clients and partners across EMEA.

Solution Design and Architecture

Cloud: Lead the design and deployment of scalable cloud solutions for mainframe storage requirements, leveraging public, private, and hybrid cloud solutions to meet diverse customer needs.
Security: Develop and advocate for robust security architectures to meet mainframe requirements for compliance with industry standards and regulations.
Operations: Optimise IT operations through automation, monitoring, and continuous improvement initiatives, focusing on efficiency and resilience.
Data: Architect data solutions that enable advanced analytics, data integration, and data management practices to empower data-driven decision-making.
DevOps: Implement and refine DevOps practices to streamline the software development lifecycle, enhance CI/CD processes, and ensure high-quality software delivery.

Sales and Partner Collaboration

Sales Enablement: Equip the sales team with technical insights, competitive analysis, and solution demonstrations to effectively communicate value propositions to customers. Following the BMC Sales Process, actively participate in sales calls, confidently handle all technical questions and explanations, including explanations of the BMC technical capabilities and how they contrast to the competition.
Partner Engagement: Act as the primary technical liaison for partners, providing training and support advice and strategic guidance to ensure alignment with company goals and regional strategies.
Proposal Development : Lead the technical aspects of proposal creation, including solution design, scope definition, and resource estimation. Collect business and technical information from clients regarding requirements and determine whether BMC solutions can technically satisfy these requirements. Confer with the sales representative, technical and sales management on these observations.

Customer Engagement and Advocacy

Customer Discovery: Conduct in-depth assessments of customer environments, identifying challenges and opportunities to recommend tailored solutions.
Trusted Advisor: Genuinely gain credibility/mindshare with key technical shareholders at the client across the BMC mainframe stack.
Value Proposition Articulation: Clearly communicate the business value and ROI of solutions to both technical and non-technical stakeholders.
Validating the Solution: Support the clients throughout the Proof of Concept (PoC) phase, through jointly agreed use cases and success criteria. Identify and resolve any technical or business issues that may arise, and keeping the Sales Team informed at all times.
Post-Sales Assistance: Ensure smooth handover to services or implementation teams, providing ongoing support as needed to address technical issues and optimize solution performance.
Customer Adoption and Success: by providing governance advice, usage/adoption recommendations, risk identification and mitigation.

Thought Leadership and Continuous Learning

Industry Trends: Stay informed on emerging technologies, market trends, and competitive landscape to inform strategic decision-making and innovation.
Best Practices Development: Contribute to the development and dissemination of best practices, case studies, and white papers that highlight successful customer engagements and technical achievements.

Regional Strategy and Execution

Strategic Planning: Collaborate with regional leadership to define and execute strategies that expand market presence, drive customer acquisition, and grow revenue in the region.
Local Market Insights: Leverage local market knowledge to tailor solutions and engagement strategies, ensuring relevance and effectiveness in meeting regional customer needs.

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
Technical Expertise: Strong knowledge of the z/OS operating system and the subsystems: CICS, MQ, Linux/USS IMS and Db2. Cloud platforms (AWS, Azure, GCP), cybersecurity practices, IT operations, data management, and DevOps methodologies are a plus.
Subject Matter Expertise: In depth knowledge of IBM Z technology and business use of z/OS solutions including IP, storage management, Cloud and Security Interfaces. Experience with the BMC AMI Solutions for Ops and Security will be a plus.
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: