Presales Value Engineer

Basic Information







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Description and Requirements

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.

Business Unit

The Value & Solution Engineering group (VSE) partners with the Sales organization to deliver impactful customer experiences by combining in-depth knowledge of BMC solutions with a deep understanding of the customer’s business. By leveraging their technical expertise, value-based selling techniques, and Engagement Excellence deliverables, VSE helps the customers discover and realize the value that BMC provides to their organizations.

Primary Roles and Responsibilities

  • Develop customer-facing collateral using standard templates and toolsets in line with the specific phase of customer engagement journey, and prevailing market and industry scenario
  • Conduct technology, industry, and value-based research that drives customer messaging
  • Work with sales team on critical business issues faced by customers and helps articulate BMC value proposition from a business value point of view
  • Build financial models that map solutions to business value
  • Apply industry vertical-specific knowledge to map industry trends to customer value drivers and BMC’s role in digital transformation
  • Establish credibility quickly with executive customer stakeholders
  • View the BMC solutions from a customer perspective and draw insights about customer from public sources
  • Turn presentations into a constructive dialogue moving the group to conclusions
  • Leverage their internal and customer network to add to the sales cycle
  • Invest time in documenting best practices, capturing and disseminating knowledge
  • Demonstrates ability to propose and execute new ideas focused on improving process and efficiency of engaging with customers

Work Experience

Must have:

  • 5 - 7 years of presales or equivalent customer-facing experience in a global IT organization 
  • Experience in articulating quantitative and qualitative business values and benefits
  • Should have an in-depth understanding of how sales and presales organizations in technology companies work and how best you can work with the various teams that will provide you with information and consume the work you produce
  • Proficient in MS Office and analytical skills
  • Should have excellent presentation and communication skills (both written & verbal)

Good to have:

  • Has experience with BMC and/or other software deployments and can articulate critical success factors
  • Project Management skills
  • Ability to execute different type of delivery activities including MS PowerPoint, Word, and video formats
  • General application and technology knowledge
  • Ability to integrate seamlessly in project teams and show initiative in taking an active expert role  
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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