Solution Engineering Manager - North West EMEA

Basic Information

Country:

Germany

State:

NA

City:

DEU Office At Home

Date published:

14-May-2019

Job ID:

25598

Description and Requirements

BMC helps customers run and reinvent their businesses in the digital age by tackling their IT management challenges, championing their innovation, and celebrating their success.

Every BMC employee has the potential to have a tremendous impact on customer success—and when customers thrive, we all do.

BMC offers bold and fearless career-seekers like you the opportunity to expand your skills, your network, and your horizons as you work to enable customer growth and innovation every day. You will be surrounded by peers who inspire you, drive you, support you, and make you laugh out loud, in an environment that fosters individuality, respect, and personal ambition.

North West EMEA Presales Manager - Digital Service Management (ITSM)

The position manages a team of Solution Consultants aligned to our ITSM pillar in support of Sales Teams to achieve revenue and customer satisfaction targets. The position is geographically aligned to EMEA North West.

Primary responsibilities for role:- 

  • Ensure appropriate skills coverage, technical and soft-skill, within the SC team to assure optimum quality and availability of SC support to the sales teams.
  • Provide assistance with hiring, development and retention of sales and presales talent.
  • Provide assistance with account strategy and software consulting support planning, participate in account and Professional Services engagement reviews.
  • Work with sales management to assure the sales team is provided appropriate product, competitive, and software consulting process support.
  • Deliver annual performance plans with associated salary action and training/development plans with each team member. A big focus is on people development.
  • Manage and control alignment with the defined sales and presales engagement process
  • Drive towards value based selling and developing and educating accordingly.
  • Aggressively manage performance problems within the team consistent with Human Resources policy.
  • Make regular and frequent joint calls with team members and sales leaders in order to provide constructive feedback and skills development.
  • Understand and interact with the product and customer support teams and provide solutions to problems which arise.

 Products and Services/Client Responsibilities:- 

  • May deliver detailed presentations to customers on BMC products and solutions.
  • Assume ownership of any customer satisfaction issue within the region.
  • Filter and promote customer problems/requirements to Critical Situation status as appropriate.
  • Interact with BU management to drive customer product issues (e.g., fixes, product enhancements) Interaction (Internal and External Communication).
  • Drive customer loyalty and reference.
  • Build and maintain a positive working relationship with all sales teams, including professional services teams and other parts of the BMC eco system.
  • Solicit frequent feedback from sales to assure optimum quality of technical presales support.
  • Provide constant and clear communication to upper management about problems with products, customer escalations, and other potential issues that may impact revenue and customer perception of BMC Software, Inc. 

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 unit and BMC.
  • Maintain accurate and complete team reporting. 
  • Demonstrated knowledge of BSM solutions, including architecture development and ability to influence sales.
  • Strong experience in solutions development in customer facing organizations, preferably in Service Management.
  • Excellent written and verbal communications skills.
  • Ability to work independently and maintain accountability to management.
  • Knowledge of BMC ITSM solutions is a plus.
  • Strong technical knowledge of all tools, software, hardware and peripherals currently used at the company.
  • Experience in a sales support /services capacity.
  • Experience in a leadership role. 
  • A background within sales or sales related activities is preferred
  • German language skills are preferred but not mandatory
*LI-JC1

It is the policy of BMC Software to afford equal opportunity for employment to all individuals regardless of race, color, age, national origin, physical or mental disability, history of disability, ancestry, citizenship status, political affiliation, religion, gender, transgender, gender identity, gender expression, marital status, status as a parent, sexual orientation, veteran status, genetic information or other factors prohibited by law, and to prohibit harassment or retaliation based on any of these factors.