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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in enterprise software sales, particularly within the IBM Mainframe space, while effectively leveraging AI tools for account research and proposal creation. Strong relationship-building and negotiation skills are essential for driving sales and maximizing customer value.
Highest-signal resume keywords
Enterprise Software SalesIBM Mainframe KnowledgeClient Engagement SkillsNegotiation SkillsAgentic AI Proficiency
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Sales MethodologyValue-Based SellingBusiness Plan DevelopmentSales ForecastingC-Suite Proposal Creation
Soft Skills
Analytical SkillsProblem-Solving SkillsTime Management SkillsIntellectual CuriosityAdaptability
Tools & Technologies
Salesforce CRMAgentic AI ToolsObservability PlatformsSplunkDatadog
Industry Keywords
Enterprise AccountsFinancial ServicesHealthcareComplex Sales CyclesMatrixed Selling Organization
Tech Stack
Tools & technologiesServiceNowSplunk
About the role
Key responsibilities & impact- Drive Mainframe sales in the Americas
- Sell mainframe products to named enterprise customers and assigned geographic territory
- Identify and close direct sales engagements
- Upgrade and expand existing accounts
- Work closely with regional partners
- Develop and implement strategies maximizing opportunities for Precisely products and services
- Learn Precisely products, services, and approved sales methodology
- Understand industry trends, market opportunities, and territory pain points
- Develop and execute business plans to generate pipeline and revenue
- Build client relationships and expand into new accounts or buying centers
- Collaborate with Marketing, Sales Engineering, and Services teams to generate demand and compelling propositions
- Leverage channel partners, distributors, and technology partners to extend territory reach
- Prioritize customer value and experience throughout the customer lifecycle
- Document sales steps and manage territory forecasts using Salesforce CRM
- Support the VP of Sales according to regional strategy and plans
- Report directly to the Senior Director, Sales – IBM Infrastructure, North America
Requirements
What you’ll need- Bachelor’s degree in business or related field and 5+ years in enterprise software sales (SaaS preferred)
- Equivalent experience 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
- Intellectual curiosity and adaptability; ability to understand clients’ businesses and collaborate on innovative solutions
- Approximately 25% travel required
- Demonstrable knowledge of Agentic AI and its applicability to the role
- Ability to use AI tools to research accounts, draft outreach, and build sales presentations
- Ability to create C-suite proposals showing ROI and quantifiable business benefits using Agentic AI tools
- Preferred: 7+ years selling into enterprise IBM Mainframe accounts
- Preferred: experience selling into Financial Services and Healthcare
- Preferred: knowledge of observability platforms such as Splunk, Datadog, ServiceNow, Dynatrace, or Elastic
- Preferred: successful selling history within a global company with a broad products/services portfolio
- Preferred: experience driving complex sales cycles and customer success within a matrixed selling organization