Senior Account Executive - IBM Mainframe Software

Precisely is the leader in data integrity, empowering businesses to make more confident decisions based on trusted data through software, data enrichment products, and strategic services. With over 2,500 employees and a presence in 30 countries, Precisely powers better decisions for more than 12,000 global organizations, including 95 of the Fortune 100. We foster a "work from anywhere" culture, celebrating diversity and offering opportunities for growth, learning, and community building.

As an AI-first organization, all employees are expected to demonstrate proficiency in applying AI tools to accelerate work, improve output quality, and eliminate low-value tasks. Candidates should be comfortable using generative AI tools (e.g., Microsoft Copilot, ChatGPT) in their day-to-day workflows, critically evaluating AI-generated outputs, and continuously adopting new AI capabilities.

About the role

We are seeking a senior software sales professional to join our IBM System Z Mainframe team. This remote position will play a key role in driving Mainframe sales in the Americas, with a focus on enterprise mainframe customers, particularly in mainframe Observability and ITOM/ITSM disciplines. Ideal candidates will be located in the US East or Central region. The Senior Account Executive will report directly to the Senior Director, Sales – IBM Infrastructure, North America.

Responsibilities

• 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, and Services teams to generate customer demand and compelling business propositions.
• Leverage internal resources and the broader Precisely ecosystem—channel partners, distributors, and technology partners—to extend 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 Sales in accordance with the region’s strategy and plans.

Requirements

• 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; ability to understand clients’ businesses and collaborate to define innovative solutions.
• Approximately 25% travel is required.

AI Skills/Knowledge

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

Preferred Qualifications

• 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/services portfolio.
• Demonstrated experience driving complex sales cycles and customer success within a matrixed selling organization.
• East or Central US location preferred, but not required for highly qualified candidates.