Senior Account Executive - IBM Mainframe Software

Precisely US Jobs

4d•Remote

About The Position

Precisely is seeking a senior software sales professional to join its IBM System Z Mainframe team and help drive mainframe sales in the Americas. The position is remote, with candidates in the US East or Central region preferred. The role focuses on enterprise mainframe customers, particularly in mainframe Observability and ITOM/ITSM disciplines, and is responsible for product sales to named enterprise customers and an assigned geographic territory. It is a highly visible position that reports directly to the Senior Director, Sales – IBM Infrastructure, North America. The Senior Account Executive identifies and closes direct sales engagements, upgrades and expands existing accounts, and works with regional partners. The role develops and executes a comprehensive strategy to maximize opportunities for Precisely products and services, while owning and driving the complete customer lifecycle. The position also involves building client relationships, generating pipeline and revenue, collaborating with internal teams and ecosystem partners, and managing territory forecasts in Salesforce CRM. The role requires approximately 25% travel. Candidates should demonstrate knowledge of Agentic AI and its applicability to the role, including using AI tools for account research, outreach, sales presentations, and developing C-suite proposals that show ROI and quantifiable business benefit.

Requirements

Bachelor’s degree in business or a related field and at least 5 years of enterprise software sales experience, preferably SaaS; equivalent experience may substitute for the education 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 of and selling experience in the IBM Mainframe space.
Intellectual curiosity and adaptability, with the ability to understand clients’ businesses and collaborate on innovative solutions.
Approximately 25% travel.
Demonstrable knowledge of Agentic AI and its applicability to the role.
Ability to use Agentic AI tools to develop C-suite proposals showing ROI and quantifiable business benefit.

Nice To Haves

At least 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, or Elastic.
Successful selling history within a global company with a broad products and services portfolio.
Demonstrated experience driving complex sales cycles and customer success within a matrixed selling organization.
Location in the East or Central US.

Responsibilities

Learn and understand Precisely products and services and its approved sales methodology.
Understand key industry trends, market opportunities, and common pain points in the assigned territory.
Develop and execute business plans to generate pipeline and revenue within the assigned territory.
Build strong client relationships and use those relationships to expand into new accounts or buying centers.
Collaborate with Marketing, Sales Engineering, Services, and other teams to generate customer demand and develop compelling business propositions based on Precisely solutions.
Use internal resources and the Precisely ecosystem, including channel partners, distributors, and technology partners, to extend reach and impact within the territory.
Prioritize customer value and experience throughout the customer lifecycle.
Document sales steps and manage the territory forecast using Precisely’s Salesforce CRM.
Support the VP of Sales in accordance with the region’s strategy and plans.
Identify and close direct sales engagements, upgrade and expand existing accounts, and work closely with regional partners.
Use AI tools to research accounts, draft outreach, build sales presentations, and develop C-suite proposals demonstrating ROI and quantifiable business benefits.