Senior Account Executive - IBM Mainframe Software

The role

The Senior Account Executive will drive Mainframe sales in the Americas. You will identify and close direct sales engagements, upgrade existing accounts, and develop business plans to generate pipeline and revenue.

What you will do

• Learn Precisely products, services, and approved sales methodology
• Develop understanding of industry trends, market opportunities, and territory pain points
• Develop and execute business plans to generate pipeline and revenue
• Build client relationships to expand into new accounts or buying centers
• Collaborate with Marketing, Sales Engineering, and Services teams
• Leverage channel partners, distributors, and technology partners
• Prioritize customer value and experience throughout the customer lifecycle
• Document sales steps and manage territory forecast in Salesforce CRM
• Support the VP of Sales in accordance with regional strategy

Required qualifications

• Bachelor's degree in business or related field or equivalent experience
• 5+ years in enterprise software sales
• Strong client engagement and relationship-building skills
• Strong negotiation skills with success in 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
• Demonstrable knowledge of Agentic AI and its applicability to the role
• Use of AI tools to research accounts, draft outreach, and build presentations
• Ability to drive C Suite proposals using Agentic AI tools
• Approximately 25% travel is required

Nice to have

• SaaS preferred
• 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
• 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

About the company

Precisely is a global leader in data quality, data enrichment, and location intelligence. It is an AI-first organization that helps brands make decisions with reliable data.