Principal Technical Account Consultant - Remote

Basic Information


United States





Date Published


Job ID


Travel Amount

up to 25%

Description and Requirements

BMC, the world’s leading mainframe-dedicated software company, empowers the world’s largest companies to excel in the digital economy by fully leveraging their high-value mainframe investments. We do this by delivering highly innovative solutions and integrations that uniquely enable IT professionals with mainstream skills to manage mainframe applications, data and platform operations. 

The company's ongoing success depends on our employees -a diverse team of people with a set of key, common attributes. We seek positive, assertive team players who have a strong desire to succeed in a team- and customer-oriented environment. 

Position Description & Responsibilities 

We are looking for a person who is consultative in nature and interested in understanding and mapping technical challenges to software solutions while also keeping business impact in mind. We are seeking a good communicator who enjoys working with people both in a team and independently. You will need to be organized, methodical, and tenacious enough to drive plans through to their conclusion. 

BMC Technical Account Managers must enjoy, and have the ability, to communicate with both technical practitioners and management level customer contacts to justify technical to business drivers motivating a purchase.  You will be working with an assigned group of customers as a trusted advisor to deliver professional engagement tactics that drive product adoption, organic growth and new product interest. 

PURPOSE OF THE ROLE: The Technical Account Consultant partners with the sales account manager in helping to meet and exceed revenue targets set by the business. The TAC’s main contribution is through technical excellence as a trusted advisor to both their sales account managers and their customers. Also, to assist in mapping business IT to technical requirements involving the BMC toolset. 

Assistance is provided as part of the sales team to strategize on accounts, identify potential solution opportunities and assume ownership of all technical aspects of the sales cycle. Other typical activities include translating customer requirements into business needs, proposing enhancement to product development, seeking new revenue opportunities from existing customers, assurance of software deployment and value realization and articulation at customer sites, assisting with technical question resolution, and training of customers as well as assisting with the induction of new sales representatives from a technical perspective. 


Play a vital part along with the sales team in pre-sales activity such as capturing and translating customer business requirements into technical value propositions, proposal preparation, demonstrations and presentations of BMC solutions, product installations and proof of concept projects. 

Coordinating and executing project plans to ensure customer product value realization, including installation, deployment, education, value realization, value capturing in business terms while incorporating the objective of Sales Account management and the customer.    

Managing and executing the various company offerings and initiatives. For example, zAdviser and Product Road Map Presentations etc. 

Taking ownership for the assigned franchise and all supporting information in order to effectively and professionally manage this franchise, such as profiling the customer technology and applications. 

Continually professionally developing your IT skills, market knowledge and competitor intelligence. 

Excellent presentation and communication skills. 

Working with a larger team of Field Support to assist efficient resolution of customer challenges. 

Keeping management aware of potential areas for product, services and educational sales, being continually aware of new products and releases through regular updates with the Product Manager. 

Representing the company at User Groups and Trade Shows. 

Using social media to promote brand awareness to increase client engagement.  


Minimum 5 years’ experience in IT organizations preferably on the Mainframe 

3-year proven track record of client success engagements from discovery to final implementation 

3 years experienced working with Senior Level IT personnel in a collaborative way to implement, grow and define business use cases with software. 

Preferred Experience 

Requires a blend of technical, business, consultative and project management skills. 

Technical understanding, with the ability to assist Sales Account Managers with detailed information on a specific product, or range of products. 

Positive, passionate individual with a personal drive, combined with good analytical and problem-solving skills. 

Great presentation and communication skills. 

Ability to work both in a team environment and independently with limited supervision. 

Previous technical roles supporting salespeople id a plus. 

The use of Sales Force or predominant market CRM tools 

Preferred experience with Tableau, Power Point and Gong. 

From core to cloud to edge, BMC delivers the software and services that enable over 10,000 global customers, including 84% of the Forbes Global 100, to thrive in their ongoing evolution to an Autonomous Digital Enterprise.
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.