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Precisely is seeking a Senior Account Executive to drive mainframe software sales in the Americas, specifically targeting enterprise IBM System Z customers. This is a remote role ideally suited for candidates in the US East or Central region with deep expertise in enterprise mainframe environments, particularly in observability and ITOM/ITSM disciplines.
You will own a named account territory and be responsible for identifying and closing direct sales engagements, expanding existing accounts, and collaborating with regional partners. Your focus will be on developing comprehensive sales strategies that maximize opportunities for Precisely's data quality, data enrichment, and location intelligence products. You'll work closely with Marketing, Sales Engineering, and Services teams to generate customer demand and build compelling business propositions. The role emphasizes owning the complete customer lifecycle and driving customer success as a foundation for company growth.
Key responsibilities include:
- Learning Precisely products, services, and approved sales methodology
- Developing understanding of industry trends, market opportunities, and pain points in your territory
- Developing and executing business plans to generate pipeline and revenue
- Building strong client relationships and expanding into new accounts and buying centers
- Collaborating across internal teams and leveraging the broader Precisely ecosystem (channel partners, distributors, technology partners)
- Prioritizing customer value and experience throughout the customer lifecycle
- Managing territory forecast and sales documentation in Salesforce CRM
- Supporting regional VP of Sales strategy and plans
The role requires approximately 25% travel. Precisely is an AI-first organization, and you'll be expected to leverage AI tools for account research, outreach drafting, and building impactful sales presentations, as well as driving C-suite proposals that demonstrate ROI using agentic AI tools.
**Requirements:**
- Bachelor's degree in business or related field, or equivalent professional experience
- 5+ years in enterprise software sales (SaaS preferred)
- 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 on innovative solutions
- Demonstrable knowledge of Agentic AI and its applicability to sales
- Ability to use AI tools for research, drafting, and proposal development
**Preferred Requirements:**
- 7+ years selling into Enterprise IBM Mainframe accounts
- Experience selling into Financial Services and Healthcare sectors
- Knowledge of observability platforms (Splunk, DataDog, ServiceNow, Dynatrace, Elastic)
- Successful selling history within a global company with broad products/services portfolio
- Demonstrated experience driving complex sales cycles and customer success in matrixed selling organizations
- Location in East or Central US (preferred but not required for highly qualified candidates)
