Director of Consulting Services - Mainframe

Basic Information


United States



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This role can be based remotely in United States

Description and Requirements

"At BMC trust is not just a word - it's a way of life!" We are an award-winning, equal opportunity, culturally diverse, fun place to be. Giving back to the community drives us to be better every single day. Our work environment allows you to balance your priorities, because we know you will bring your best every day. We will champion your wins and shout them from the rooftops. Your peers will inspire, drive, support you, and make you laugh out loud!  We help our customers free up time and space to become an Autonomous Digital Enterprise that conquers the opportunities ahead - and are relentless in the pursuit of innovation! 


The BMC Practice Director is a general management position in Professional Services that is accountable for a territory designated practice or discipline.  The Practice Director works closely with key ecosystem players to shape practice capabilities and offerings.  The Practice Director is responsible, in collaboration with the Geo Lead, for driving practice investment, recruitment and quality outcomes.  The Practice Director will be a Senior Manager or above.


Strategy Leadership:

  • Drive alignment with territory assigned Customer Success, Professional Services and geo-based strategic business plans.
  • Participate in the development and execution of strategy and plans for Practice discipline.
  • Interpret the WW Professional Services strategy into discipline-appropriate tactics and operational actions.
  • Drive Practice alignment with Corporate and BU Strategic Business Plans.

Transformation/Change Management:

  • Develop Practice to be balanced across assigned territory; able to respond to business needs
  • Support the Success Central team in development of full, customer-journey offerings.
  • Contribute to global resource pools to optimize global service delivery.
  • Continuously promote, reinforce and reward desired team behaviors.
  • Ensure a continuous feedback loop with territory assigned Strategic Sales Group and the Product Business Units (R&D).


  • Develop continuous improvement culture in improving delivery automation and team competency.
  • Provide technical quality assurance in delivery of successful customer outcomes. 


  • Ensure Practice alignment with Strategic Sales Group initiatives and go-to-market motions.
  • Partner with the territory assigned Strategic Sales Group practice leaders, to develop and manage a synergistic relationship with the Services and Product Sales organization.
  • Engage with Geo Services Sales leadership to facilitate pre-sales support capabilities within the geos.
  • Contribute to the initiation and execution of programs to increase PS attach to license.

Third Party Partnerships

  • Contribute to the establishment of services Practice partner integration and operating strategy across the geographies.
  • Proactively build third-party partnerships to drive competency and mutually rewarding relationships.
  • Actively work with partners sharing appropriate IP, enablement and best practices to drive consistent customer experience.
  • Actively engage with the overall Channels organization, as well as the Customer Success Partner Management team to identify appropriate partners for engagement in BMC Xcelerate and other Customer Success partner programs.
  • Actively work with Geo Leads to support Geo specific partner strategies.
  • Provide conduit for a feedback loop from partner engagements to BU.

Customer Success:

  • Ensure capability alignment with CSM-driven success plans and maturity roadmaps.
  • Facilitate customer/field feedback into the Customer Success organization, via systems of record such as Gainsight.


  • Bachelor's degree or equivalent, Master's Degree preferred
  • 3+ years of experience in Practice Management in a Professional Services environment (Vendor Services preferred) including 
    • Practice enablement planning
    • practice development planning and execution
    • Recruitment of Professional Services team members
    • Organizational management and development
    • Managing a team of 10+ employees
    • Organizational change management
    • Program Management
    • Strategic planning
    • Team development and growth
    • Talent acquisition and development
  • 5+ years of experience in Mainframe technologies, vendor software, migrations, upgrades, and professional services
  • 2+ years of experience as a Management Consultant (preferred)
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! It is the policy of BMC Software to afford equal opportunity for employment to all individuals regardless of race, color, creed, sex, age, sexual orientation, national origin, disability, ancestry, citizenship status, political affiliation, religion, gender, transgender, gender identity, gender expression, marital status, status as a parent, disabled veteran or status as a protected veteran, genetic information or other factors prohibited by law, and to prohibit harassment or retaliation based on any of these factors. If you need a reasonable accommodation for any part of the application and hiring process, visit the accommodation request page.

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