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Agent guide: [/agents.md](https://www.wearedevelopers.com/agents.md). --- # Senior Solution Engineer - USA (Remote) - **Company:** BMC Software, Inc. - **Location:** New York, NY, United States (Remote available) - **Experience:** Expert - **Salary:** $114,525.0 - $190,875.0 - **Contract:** Permanent contract - **Skills:** Artificial Intelligence, Bmc Software - **Published:** August 29, 2026 - **Apply:** https://diversityjobs.com/main/sendform/8/8/28176/1/18125607?backUrl=%2Fcareer%2F18125607%2FSenior-Solution-Engineer-Usa-Remote-New-York-New-York ## About the Role * 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 ## Description 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., * 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!, 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. ## Related Videos - [Edit Your Future: Queerverse Radical AI](https://www.wearedevelopers.com/videos/909-edit-your-future-queerverse-radical-ai) - [Building with IBM Bob](https://www.wearedevelopers.com/videos/100275-building-with-ibm-bob) - [AI is dead, long live AK](https://www.wearedevelopers.com/videos/1093-ai-is-dead-long-live-ak) - [Can This Elephant Dance? 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