Senior Account Executive - IBM Mainframe Software

Precisely; Atlanta (GA); Remote; USD 120,000 - 180,000; Full time

Job summary

Precisely is seeking a Senior Account Executive to drive IBM System Z Mainframe software sales across the Americas. This remote role favors candidates in US East or Central regions with deep mainframe knowledge and strong relationship-building skills.

You will lead direct engagements, expand within accounts, and collaborate with marketing, sales engineering, services and partners to deliver win-ready proposals.

Qualifications

• Bachelor's degree in business or related field or equivalent experience.
• 5+ years of enterprise software sales experience (SaaS preferred).
• Strong client engagement and relationship-building skills at all levels.
• Strong negotiation skills and demonstrated success with value- or outcome-based selling.
• Experience selling into IBM Mainframe space is preferred.

Responsibilities

• Learn Precisely products and sales methodology.
• Develop an understanding of industry trends and territory opportunities.
• Develop and execute business plans to generate pipeline and revenue within the territory.
• Build strong client relationships and expand into new accounts or buying centers.
• Collaborate with Marketing, Sales Engineering, Services and partners to generate demand and compelling propositions.
• Prioritize customer value and document sales steps in Salesforce CRM.
• Support VP of Sales in accordance with regional strategy.

Skills

Enterprise software sales

SaaS sales

IBM Mainframe

Observability

ITOM

ITSM

C-suite outreach

Channel partnerships

Education

Bachelor's degree in business or related field

Equivalent experience

Tools

Salesforce CRM

Job description

Precisely

Precisely is proud to be an Equal Opportunity and Affciative Action employer. We celebrate everything that makes an applicant unique. We will consider all qualified applicants without regard to race, color, creed, religion, sex (including pregnancy), age, sexual orientation, gender identity, gender expression, national origin, ancestry, physical or mental disability, marital status, genetic information, citizenship status, or veterans’ status or other applicable legally protected characteristics. We are committed to providing reasonable accommodations for candidates with disabilities in our recruiting process.

United States

Position Title: 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 Preciselys growth and success is based on our customers 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 Preciselys Marketing, Sales Engineering, Services teams and more to generate customer demand and compelling business propositions based on Preciselys 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 Preciselys Salesforce CRM.
• Support the VP of VP of Sales in accordance with the regions strategy and plans.

What we are looking for:

• Bachelors 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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Application and Interview Impersonation Notice:

Impersonating another individual when applying for employment, and/or participating in an interview process to assist another individual in obtaining employment, with Precisely Software Incorporated (Precisely) is unlawful. If Precisely identifies such fraudulent conduct, then as applicable and to the extent permitted by law, the application will be rejected, an offer (if made) will be rescinded, or the employment will be terminated, and legal action may be taken against the impersonators.

The personal data that you provide as a part of this job application will be handled in accordance with relevant laws. For more information about how Precisely handles the personal data of job applicants, please see the Precisely Candidate Privacy Notice

Equal employment opportunity, including veterans and individuals with disabilities.

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