Software Sales Executive

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

📋 Description

• Create and implement strategies to meet an annual margin target of $2M–$3M and a gross sales goal of $25M–$35M across software sales, subscriptions, renewals, and related opportunities.

• Collaborate with Sales, Business Development, Practice Leaders, and technology partners to discover and develop new software offerings, cross-practice solutions, and market entry opportunities.

• Design and execute focused go-to-market plans and sales initiatives, covering target markets, value propositions, prospecting strategies, partner alignment, and sales execution.

• Establish and nurture relationships with IBM and other strategic technology partners to enhance market visibility, create opportunities, and expand the partner-sourced pipeline.

• Work together with IBM field sales and partner organizations to pinpoint accounts, reveal opportunities, and implement joint sales strategies.

• Pursue and manage IBM subscription, support, licensing, and renewal opportunities until closure.

• Engage with prospects and clients to comprehend business and technology needs, identify opportunities, and present software-based solutions.

• Create business cases and value propositions that link technology solutions to measurable client outcomes.

• Qualify opportunities, secure client meetings, and progress opportunities through the sales cycle.

• Collaborate with internal technical and practice teams to prepare proposals, solution documentation, pricing, and secure necessary approvals.

• Assist the broader sales organization with software expertise, sales initiatives, opportunity identification, and intricate software pursuits.

• Keep precise records of opportunity, pipeline, lead generation, and forecasting information in Salesforce.

• Track market trends, partner priorities, competitive actions, and client demand to recognize software and cross-practice opportunities.

• Drive procurement-level initiatives, including licensing optimization discussions and software consumption models, to enhance the pipeline.

⛳️ Requirements

• Over 8 years of experience in software sales, business development, channel sales, or related enterprise technology sales fields.

• Recent and proven experience working within the IBM ecosystem.

• Demonstrated experience with the mechanics, execution, and effective leverage of IBM-developed sales incentive programs.

• Proven success in selling enterprise software, subscriptions, licensing, support, or software-based solutions.

• Track record of achieving individual revenue, margin, or gross profit targets.

• Experience in developing and executing go-to-market strategies and sales plays.

• Strong relationships and experience working with technology vendors, partner organizations, channel teams, and field sales organizations.

• Proven ability to originate, qualify, develop, negotiate, and close complex enterprise opportunities.

• Experience in creating business cases and articulating the financial and operational value of technology solutions.

• Ability to collaborate effectively across Sales, Business Development, technical practices, delivery teams, and external partners.

• Proficient in using Salesforce to manage pipeline, lead generation, opportunities, and forecasting.

• Exceptional executive-level communication, presentation, negotiation, and written communication skills.

• Strong skills in PowerPoint and Excel.

• Bachelor's degree or an equivalent combination of education and relevant professional experience.

• Preferred: Experience with IBM subscription, support, licensing, or renewal programs.

• Preferred: Established relationships within IBM field sales and partner organizations.

• Preferred: Experience enabling Account Executives and Business Development teams to sell software-based solutions.

• Preferred: Experience that combines software with consulting, implementation, managed services, cloud, data/AI, integration, or other professional services.

• Preferred: Experience managing or coordinating customized software-based solutions and complex cross-functional initiatives.

• Preferred: Familiarity with enterprise software procurement, licensing models, renewals, and commercial negotiations.

🏝️ Benefits

• Comprehensive health benefits package.

• Competitive salary and performance-based bonuses.

• Opportunities for professional development and career advancement.

• Flexible work arrangements to support work-life balance.

• Engaging and inclusive work environment.