Cloud Sales Account Executive – Mainframe Modernization
| Company | Rocket Software |
|---|---|
| Location | Alberta, Canada, British Columbia, Canada, Ontario, Canada, Remote in USA, Quebec City, QC, Canada |
| Salary | $Not Provided – $Not Provided |
| Type | Full-Time |
| Degrees | |
| Experience Level | Senior, Expert or higher |
Requirements
- 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.
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.
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.