Senior Account Executive - IBM Mainframe Software

We are seeking a senior software sales professional to join our IBM System Z Mainframe team. You will be responsible to play an important role within the Sales organization to help drive Mainframe sales in the Americas.  This position is remote, but ideal candidates will be in the US East or Central region, with in-depth knowledge of enterprise mainframe customers, with specific emphasis on mainframe Observability and ITOM/ITSM disciplines.  The Senior Account Executive is responsible for mainframe product sales to named enterprise customers and assigned geographic territory. This position is challenging, highly-visible in the organization and reports directly to the Senior Director, Sales – IBM Infrastructure, North America. 

The Sales Account Executive is a results-focused, motivated sales professional who will identify and bring to closure direct sales engagements, upgrade and expand existing accounts, and work closely with regional partners. They will develop and implement a comprehensive strategy that maximizes opportunities for Precisely products and services. As Precisely’s growth and success is based on our customer’s success, a passion for owning and driving the complete customer lifecycle is critical. 

What you will do:  

• Learn and understand Precisely products and services, and the Precisely approved sales methodology. 
• Develop an understanding of key industry trends, market opportunities, and common pain points in your territory. 
• Develop and execute business plans to generate pipeline and revenue within assigned territory. 
• Build strong client relationships and leverage that network to expand into new accounts or buying centers. 
• Collaborate with Precisely’s Marketing, Sales Engineering, Services teams and more to generate customer demand and compelling business propositions based on Precisely’s solutions. 
• Leverage internal resources and the broader Precisely ecosystem - channel partners, distributors, and technology partners - to extend your reach and impact within your territory. 
• Prioritize customer value and experience throughout the customer lifecycle. 
• Document sales steps and manage your territory forecast utilizing Precisely’s Salesforce CRM. 
• Support the VP of VP of Sales in accordance with the region’s strategy and plans. 

What we are looking for: 

• Bachelor’s degree in business or related field and 5+ years in enterprise software sales (SaaS preferred). 
• Equivalent experience will be accepted in place of the educational requirement.  
• Strong client engagement and relationship-building skills at all levels. 
• Strong negotiation skills and demonstrated success with value- or outcome-based selling. 
• Strong analytical, problem solving, and time management skills.  
• Working knowledge and selling experience in the IBM Mainframe space. 
• High levels of intellectual curiosity and adaptability; you strive to understand your clients’ businesses and collaborate to define innovative solutions. 
• Approximately 25% travel is required. 

AI Skills/Knowledge:

• Show demonstrable knowledge of Agentic AI and its applicability to the role.
• Use of AI tools to research accounts, draft outreach, build impactful sales presentations.
• Ability to drive solid C Suite proposals that show ROI and quantifiable business benefit using Agentic AI tools.

Preferred Requirements 

• 7 Years + selling into Enterprise IBM Mainframe accounts.
• Experience selling into, Financial Services and Healthcare.
• Knowledge of Observability platforms such as Splunk, DataDog, ServiceNow, Dynatrace, Elastic is beneficial.
• Successful selling history within a global company with a broad products / services portfolio.
• Demonstrated experience driving complex sales cycles and customer success within a matrixed selling organization.
• East or Central US is preferred, but not required for otherwise, highly qualified candidates.
  

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