Senior Account Executive – IBM Mainframe Software

This is a fully remote position, open to applicants in United States.

📋 Description

• Lead Mainframe sales initiatives across the Americas.

• Market mainframe products to designated enterprise customers and specific geographic areas.

• Identify and secure direct sales opportunities.

• Enhance and broaden existing client accounts.

• Collaborate closely with regional partners.

• Formulate and execute strategies to maximize the potential of Precisely's products and services.

• Acquire knowledge of Precisely's offerings, services, and sanctioned sales methodologies.

• Comprehend industry trends, market opportunities, and territorial challenges.

• Create and implement business plans aimed at generating pipeline and revenue.

• Foster client relationships and penetrate new accounts or buying centers.

• Work together with Marketing, Sales Engineering, and Services teams to stimulate demand and create compelling offerings.

• Utilize channel partners, distributors, and technology partnerships to broaden territorial reach.

• Emphasize customer value and experience throughout the entire customer lifecycle.

• Record sales processes and manage territory forecasts using Salesforce CRM.

• Assist the VP of Sales in accordance with regional strategies and plans.

• Report directly to the Senior Director of Sales – IBM Infrastructure for North America.

⛳️ Requirements

• Bachelor's degree in business or a related field along with 5+ years of experience in enterprise software sales (preferably SaaS).

• Equivalent experience may be accepted in lieu of the educational qualification.

• Strong skills in client engagement and relationship-building across all levels.

• Proven negotiation skills with a successful track record in value- or outcome-based selling.

• Excellent analytical, problem-solving, and time management abilities.

• Relevant knowledge and selling experience within the IBM Mainframe sector.

• Intellectual curiosity and adaptability; capable of understanding clients' businesses and collaborating on innovative solutions.

• Willingness to travel approximately 25% of the time.

• Proven knowledge of Agentic AI and its relevance to the role.

• Proficient in leveraging AI tools to research accounts, draft outreach materials, and create sales presentations.

• Ability to develop C-suite proposals that demonstrate ROI and measurable business benefits utilizing Agentic AI tools.

• Preferred: More than 7 years of experience in selling to enterprise IBM Mainframe accounts.

• Preferred: Background in selling to the Financial Services and Healthcare sectors.

• Preferred: Familiarity with observability platforms such as Splunk, Datadog, ServiceNow, Dynatrace, or Elastic.

• Preferred: Successful sales history within a global organization with a diverse range of products and services.

• Preferred: Experience in managing complex sales cycles and ensuring customer success within a matrixed selling environment.

🏝️ Benefits

• Competitive salary and performance-based incentives.

• Comprehensive health and wellness benefits.

• Opportunities for professional development and career advancement.

• Flexible work arrangements and a supportive work environment.