Southern Europe, Middle East, Africa, Israel, Eastern Europe & Russia
Dynamic Solution Engineering Manager who keep up with the innovations in BMC Digital Service Management (DSM) business and enhance the skills, utilization and sales alignment of a highly profession Solution Engineering team.
Primary responsibilities for role: • Ensure appropriate skills coverage, technical and soft-skill, within the team to assure optimum quality and availability o. • Provide assistance with hiring, development and retention of sales talent. • Provide assistance with account strategy. • Work with sales management to assure the sales team is provided with appropriate Solution Engineering process training. • Deliver annual performance plans with associated salary action and training/development plans with each team member. • Aggressively manage performance problems within the team consistent with Human Resources policy.• Make regular and frequent joint calls with team members in order to provide constructive feedback and skills development. • Lead team by example with mentoring and coaching.
Products and Services/Client Responsibilities • May deliver detailed presentations to customers on BMC solutions.• Assume ownership of any customer satisfaction issue within the region. • Interact with BU management to drive customer product issues (e.g., fixes, product enhancements) • Build and maintain a positive working relationship with all sales and professional services teams.
People Management/Lead Responsibility • Clearly communicate and demonstrate BMC's Leadership DNA and strategy to all direct reports. • Provide leadership, guidance, coaching, and development to team members. • Hold regular team meetings to provide team leadership/direction as well as allow input on issues affecting the team’s effectiveness. • Assist in enhancing business processes in order to improve overall productivity of Solution Engineering and BMC. • Demonstrated knowledge of DEM solutions, including architecture development and ability to influence sales.
Responsible for providing support on a unique enterprise level software solution for various customers. Responsibilities include:
Provide technical support throughout the sales cycle to drive opportunities.
Deliver and customize technical presentations on BMC products and builds new presentations for use by sales and other software consultants. Explains product capabilities, limitations, and implementation and can describe technical tradeoffs and implementation alternatives.
Actively participate in sales calls involving complex technical requirements or multiple hardware platforms, operating systems, and application software.
Identify and develop innovative solutions to customer requirements. Also responsible for explaining and researching the technical capabilities of BMC's products vs. our competition.
Focus on large and/or complex sales opportunities requiring complex solutions.
Provide demonstrations and presentations for BMC Seminars and Tradeshows.
Research, compose, and deliver responses to RFPs. Interacts with clients to clarify requirements and reviews RFP responses for technical accuracy.
Design and build customized demonstrations of BMC solutions for prospective clients.
Install solutions at client sites as part of Proof of Concept (PoC) or pilot.
Leading new innovative ideas at presales like "Remedy Automator", "Bigger Impact Videos" and "POC in a box". Enable the whole WW presales organization in those new concepts.
Deliver BMC solutions to customers in EMEA, solving their business problems by consultative approach. Responsible for managing latest BMC technologies and making sure customers get the maximum value from their investment.
