Enterprise Account Executive - IBM Power Server Software and Services

Remote - US-based

About the Role

We are seeking a dynamic and results-oriented Enterprise Account Executive to drive revenue growth for our enterprise software solutions and professional services designed for IBM Power server environments. This strategic position offers significant earning potential through software license sales complemented by high-value professional services engagements. The role requires a proven track record in complex B2B software sales, with expertise in the IBM Power ecosystem and a passion for building lasting client relationships.

KEY RESPONSIBILITIES

Sales Leadership & Strategy

• Develop and execute comprehensive sales strategies to achieve and exceed quarterly and annual revenue targets for both software licenses and professional services
• Identify, qualify, and close new business opportunities within enterprise accounts operating IBM Power infrastructure
• Articulate the value proposition of bundled software and services solutions to maximize contract value and client success
• Manage the full sales cycle from initial prospecting through contract negotiation and closure
• Maintain accurate pipeline forecasting and sales activity documentation in CRM systems

Solution Development & Services Selling

• Position professional services offerings (implementation, integration, migration, training, and turnkey application development) as value-added components of software solutions
• Collaborate with services delivery leader to scope and price professional services engagements that align with client needs
• Develop multi-phased proposals that include both software licensing and services components to drive higher contract values
• Identify opportunities to expand services engagements throughout the client lifecycle

Client Relationship Management

• Build and nurture relationships with C-level executives, IT directors, and technical decision-makers across enterprise organizations
• Serve as a trusted advisor to clients, understanding their business challenges and aligning solutions to their strategic objectives
• Conduct executive-level presentations and product demonstrations tailored to client needs
• Ensure exceptional client satisfaction and identify opportunities for account expansion

Technical Collaboration

• Partner with the technical team, solution architects, and professional services teams to deliver compelling proof-of-concepts and solution demonstrations
• Articulate complex technical concepts in business terms that resonate with diverse stakeholders
• Navigate technical evaluations and address client concerns throughout the sales process
• Coordinate with delivery teams to ensure smooth handoffs and project delivery

Market & Industry Expertise

• Maintain deep knowledge of IBM Power Server architecture, including AIX, IBM i, and Linux on Power platforms
• Stay current on IBM Power Server roadmap, competitive landscape, and emerging industry trends
• Represent the company at industry conferences, trade shows, and networking events
• Collaborate with our channel partners to expand market reach

REQUIRED QUALIFICATIONS

Experience & Background

• 10+ years of enterprise software sales experience with consistent quota achievement
• Experience selling software solutions that run on IBM Power Servers (AIX, IBM i, or Linux on Power environments)
• Demonstrated success managing complex sales cycles with enterprise clients
• Track record of building and maintaining a robust sales pipeline
• Familiarity with sales methodologies such as MEDDIC, Challenger Sale, or other

Technical Expertise

• Understanding of the IBM Power architecture, virtualization (PowerVM), and related infrastructure technologies
• Knowledge of enterprise application landscapes including ERP, database, analytics, or middleware solutions
• Ability to engage credibly with technical audiences and understand complex IT challenges and pains

Professional Skills

• Exceptional presentation, communication, and interpersonal skills
• Strong negotiation abilities with experience managing RFP responses and contract discussions
• Self-motivated with excellent time management and organizational capabilities
• Willingness to travel up to 50% domestically

Preferred Qualifications

• Existing relationships within the IBM Power customer community
• Previous experience as an IBM Business Partner or working closely with IBM sales teams
• Experience with digital transformation, hybrid cloud, or application modernization initiatives

WHAT WE OFFER

Compensation & Benefits

• $200k-$240k OTE (50/50)
• Uncapped commission structure with accelerators
• Comprehensive benefits package including medical, dental, vision, and 401(k) with company match

Professional Development

• Ongoing training and professional development opportunities
• Access to industry certifications and conferences
• Clear path for career advancement within the organization

Work Environment

• Remote-First work arrangement with periodic in-person engagements
• Collaborative and innovative company culture
• Opportunity to work with cutting-edge technology and industry-leading clients

We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.