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Job Description Summary:
We seek a dynamic and experienced Cloud Sales Account Executive with a strong background in helping Cloud Providers sell their customers modernize their mainframe environments. This individual will drive mainframe modernization sales, work closely with cloud service providers like AWS, and guide clients through re-platforming as the most effective modernization strategy. The ideal candidate has a solid understanding of mainframe platforms and a consultative approach to sales and is skilled in building and managing a sales pipeline. Ideally with experience with Services required to Replatform to the Cloud and services required to assist Partners on Replatforming projects.
Key Responsibilities:
Lead sales efforts with Cloud Providers focused on mainframe modernization, positioning re-platforming as the preferred solution.
Build and manage a strong sales pipeline, identifying new opportunities with Cloud Providers clients.
Develop and deliver compelling presentations to Cloud Provider teams, and as required support C-Suite executives’ meetings/presentations, demonstrating the value and impact of mainframe modernization.
Collaborate closely with cloud service providers (e.g., AWS) to create joint go-to-market strategies and value propositions for customers.
Working with Professional Services team to document requirements for any Professional Services SOWs.
Provide consultative selling by telling the Mainframe platform story and offering proof-based reasons for re-platforming versus other modernization approaches.
Utilize deep knowledge of mainframe modernization strategies to compare and contrast the benefits and challenges of various approaches.
Collaborate with internal teams, including Sales leadership, technical architects, delivery teams, and service providers, to ensure seamless execution of sales and project delivery.
Maintain an up-to-date understanding of the Mainframe Maturity Model and apply it to customer discussions and sales strategies.
Build trusted, long-term relationships with key decision-makers and Cloud Providers, positioning yourself as a strategic business partner.
Effectively communicate technical and business value propositions with a strong, assertive style that resonates with C-level stakeholders.
Qualifications:
Minimum of 6-10 years of experience in mainframe modernization, focusing on re-platforming strategies.
Proven track record of successfully selling cloud solutions, preferably in collaboration with cloud service providers such as AWS.
Experience developing SOW requirements and working with Professional Services for any required SOWs – including preapprovals for any Services required.
Strong business acumen, with the ability to understand client needs and deliver solutions that drive business value.
Proven ability to build and maintain a robust sales pipeline, from lead generation to closing deals.
Deep understanding of mainframe technologies and modernization strategies, with the ability to explain the pros and cons of each.
Excellent communication and presentation skills, with experience selling to C-suite executives.
Familiarity with the Mainframe Maturity Model and ability to apply it in customer engagements.
Strong team player, capable of working in a collaborative environment and coordinating across various teams.
Assertive, results-oriented, and self-driven.
Preferred Qualifications:
Experience working with AWS or other cloud providers on mainframe modernization projects.
Knowledge of cloud migration tools and services related to mainframe modernization.
Demonstrated experience in consulting and advisory roles, helping customers choose the right modernization path.
Education:
Bachelor’s Degree in Business or related field
Travel Requirements:
50% of your time in the field working at tradeshows and meeting with customers/clients
Information Security:
Information security is everyone’s responsibility. A fundamental principle of information security at Rocket Software is that all individuals in the organization have a responsibility for the security and protection of company information and IT Resources over which they have control, according to their role.
Diversity, Inclusion & Equity:
At Rocket we are committed to an inclusive workplace environment, where every Rocketeer can thrive by bringing their full selves to work. Being a Rocketeer means you are part of our movement to continually drive inclusivity, diversity and equity in our workforce.
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This position is eligible for commissions in accordance with the terms of the company’s plan
Rocket Software Inc. is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. Rocket Software Inc. is also committed to compliance with all fair employment practices regarding citizenship and immigration status.
Rocket is committed to working with and providing reasonable accommodation to individuals with physical and mental disabilities. If you need special assistance or an accommodation while seeking employment, please call: 781-577-4321 or send an email to [email protected]. We will make a determination on your request for reasonable accommodation on a case-by-case basis.
If you like wild growth and working with happy, enthusiastic over-achievers, you'll enjoy your career with us!
Top Skills
What We Do
Rocket Software empowers organizations to create legendary impact in the world through innovation in legacy technologies. With deep expertise in IBM Z, IBM Power, and database and connectivity solutions, Rocket solutions power tens of thousands of global businesses, solving real problems and making real-world impact.
With more than 70% of the world’s IT workload running on legacy platforms, Rocket helps companies and public-sector organizations innovate using the technology and data they already have, so they can always be ready for what comes next. Rocket customers include 44 of the Fortune 50, representing industries including Banking and Finance, Healthcare, Manufacturing, Transportation and Logistics, Retail and Insurance.
A Bain Capital portfolio company, Rocket is headquartered in the Boston area with centers of excellence strategically located throughout North America, Europe, Asia, and Australia.
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