Job Details

JOB DESCRIPTION

WHY IS THIS A GREAT OPPORTUNITY?

---

The Account Executive – Big Iron (System z - IBM mainframe) – will be responsible to play an important role within the Sales organization to help drive Mainframe sales in the Americas.  The candidate can reside anywhere in the US, and there will be travel to the Washington DC metro area or other areas in the US.  The Account Executive is responsible for mainframe product sales in an assigned geographic territory. This position is challenging, highly-visible in the organization and reports directly to Director of Sales - Americas.

 

JOB DESCRIPTION

Responsibilities:

 

    Maximize mainframe product sales revenue within his/her geographic
    territory

    Manage an overall responsibility for direct sales, regional partner
    alliances, and customer satisfaction

    Identify, qualify and develop opportunities for new customers and new
    business

    Develop and implement a comprehensive strategy to maximize Mainframe
    sales opportunities

    Plan and manage a territory, including strategic accounts, and
    deliver Quarterly Business Reviews with senior management

    Negotiate pricing and other commercial contract terms with
    customers and prospects

    Provide timely and accurate territory forecasts

    Travel to meet with customers, prospects, partners and colleagues,
    without restriction, in the United States

 

·        Leverage marketing and partner resources to generate new Mainframe sales opportunities, as well as work existing account base to identify new business upgrades

QUALIFICATIONS

Qualifications:

 

• Bachelor's degree (or applicable job experience)
• Excellent presentation skills to users, individual contributors,
  executives, etc.
• Excellent written and verbal communication skills
• 5+ years prior experience selling to Fortune 500 accounts
• 10+ years prior experience in software solution sales
• Independent self-starter with strong planning and administrative
  proficiencies
• Ability to accurately prioritize and manage time/resources for
  maximum efficiency and productivity
• Selling experience a plus in IBM z/OS environment, software
  monitoring solutions (e.g. Omegamon, zAware, etc.)
• Experience selling to public sector, especially Federal Government,
  is a plus
• Results driven, customer focused, technologically savvy, and
  skilled at building internal relationships and external partnerships
• Leadership capabilities, mature and strong image, excellent interpersonal
  skills
• Good judgment, creative, team player
• Superior CRM skills, Advanced MS Windows Office skills - Word,
  Excel, PowerPoint
• Enthusiasm to work in a fast-paced, demanding business environment
  while collaborating effectively with cross-functional groups – F&A, management,
  engineering, and marketing
• Passionate, energetic, intellectually curious, open-minded

Education:
University - Bachelor's Degree/3-4 Year Degree