This is a remote position.
Software Sales Executive
A Little About Us
Prolifics is a global digital engineering and consulting firm delivering end-to-end technology solutions across Data & AI, Cloud, Digital Transformation, Enterprise Applications, and Quality Engineering. With more than 48 years of experience, Prolifics partners with enterprises to modernize legacy systems, implement innovative applications, and drive measurable business outcomes.
Through deep partnerships with IBM (Platinum Partner), Microsoft (ECIF and Co-sell Certified), SAP, Salesforce, and other leading technology providers, combined with a global delivery model, Prolifics helps clients modernize their technology environments, accelerate innovation, and remain competitive in an evolving digital landscape.
Position Overview
We are seeking an experienced Software Sales Executive to drive software revenue growth through direct sales, strategic go-to-market initiatives, and strong relationships across the IBM ecosystem. This individual will work closely with Sales, Business Development, Practice Leaders, and technology partners to identify new opportunities, develop targeted sales plays, and bring software-based solutions to market.
The ideal candidate is a results-driven software sales professional with recent in-depth IBM experience, a strong network within the partner ecosystem, and a demonstrated ability to develop opportunities, build compelling business cases, and drive complex software transactions through closure.
Key Responsibilities
- Develop and execute strategies to achieve a $2M–$3M annual margin quota $25mm-$35mm Gross across software sales, subscriptions, renewals, and related opportunities.
- Partner with Sales, Business Development, Practice Leaders, and technology partners to identify and develop new software offerings, cross-practice solutions, and go-to-market opportunities.
- Build and execute targeted go-to-market plans and sales plays, including target markets, value propositions, prospecting strategies, partner alignment, and sales execution.
- Develop and maintain strong relationships with IBM and other strategic technology partners to increase market visibility, generate opportunities, and expand partner-sourced pipeline.
- Collaborate with IBM field sales and partner organizations to identify accounts, uncover opportunities, and execute joint sales strategies.
- Pursue and manage IBM subscription, support, licensing, and renewal opportunities through closure.
- Engage directly with prospects and clients to understand business and technology requirements, identify opportunities, and position appropriate software-based solutions.
- Develop compelling business cases and value propositions that connect technology solutions to measurable client outcomes.
- Qualify opportunities, secure client meetings, and advance opportunities through the sales cycle.
- Work with internal technical and practice teams to develop proposals, solution documentation, pricing, and required approvals.
- Support and enable the broader sales organization by providing software expertise, developing sales plays, identifying opportunities, and assisting with complex software pursuits.
- Maintain accurate opportunity, pipeline, lead-generation, and forecasting information within Salesforce.
- Monitor market trends, partner priorities, competitive activity, and client demand to identify new software and cross-practice opportunities.
- Experience with and ability to drive procurement level plays to include licensing optimization discussions and various software consumption models to drive pipeline growth
Required Qualifications
- 8+ years of software sales, business development, channel sales, or related enterprise technology sales experience.
- Recent, demonstrated experience working within both the IBM ecosystem.
- Proven and demonstrable experience with, mechanics and execution of, and proper leverage of sales incentive programs developed by IBM is a must.
- Proven success selling enterprise software, subscriptions, licensing, support, or software-based solutions.
- Demonstrated success achieving individual revenue, margin, or gross-profit quotas.
- Experience developing and executing go-to-market strategies and sales plays.
- Strong relationships and experience working with technology vendors, partner organizations, channel teams, and field sales organizations.
- Proven ability to originate, qualify, develop, negotiate, and close complex enterprise opportunities.
- Experience developing business cases and articulating the financial and operational value of technology solutions.
- Demonstrated ability to work effectively across Sales, Business Development, technical practices, delivery teams, and external partners.
- Experience using Salesforce to manage pipeline, lead generation, opportunities, and forecasting.
- Excellent executive-level communication, presentation, negotiation, and written communication skills.
- Strong PowerPoint and Excel skills.
- Bachelor's degree or equivalent combination of education and relevant professional experience.
Preferred Qualifications
- Experience with IBM subscription, support, licensing, or renewal programs.
- Established relationships within IBM field sales and partner organizations.
- Experience enabling Account Executives and Business Development teams to sell software-based solutions.
- Experience combining software with consulting, implementation, managed services, cloud, data/AI, integration, or other professional services.
- Experience managing or coordinating customized software-based solutions and complex cross-functional initiatives.
- Familiarity with enterprise software procurement, licensing models, renewals, and commercial negotiations.
What Success Looks Like
Success in this role will be measured by the ability to build and convert a healthy software pipeline, achieve a $2M–$3M margin quota, expand IBM partner relationships, generate partner-sourced opportunities, execute repeatable go-to-market plays, and increase software revenue across the organization.
Requirements
Required Qualifications
- 8+ years of software sales, business development, channel sales, or related enterprise technology sales experience.
- Recent, demonstrated experience working within both the IBM ecosystem.
- Proven and demonstrable experience with, mechanics and execution of, and proper leverage of sales incentive programs developed by IBM is a must.
- Proven success selling enterprise software, subscriptions, licensing, support, or software-based solutions.
- Demonstrated success achieving individual revenue, margin, or gross-profit quotas.
- Experience developing and executing go-to-market strategies and sales plays.
- Strong relationships and experience working with technology vendors, partner organizations, channel teams, and field sales organizations.
- Proven ability to originate, qualify, develop, negotiate, and close complex enterprise opportunities.
- Experience developing business cases and articulating the financial and operational value of technology solutions.
- Demonstrated ability to work effectively across Sales, Business Development, technical practices, delivery teams, and external partners.
- Experience using Salesforce to manage pipeline, lead generation, opportunities, and forecasting.
- Excellent executive-level communication, presentation, negotiation, and written communication skills.
- Strong PowerPoint and Excel skills.
- Bachelor's degree or equivalent combination of education and relevant professional experience.
Preferred Qualifications
- Experience with IBM subscription, support, licensing, or renewal programs.
- Established relationships within IBM field sales and partner organizations.
- Experience enabling Account Executives and Business Development teams to sell software-based solutions.
- Experience combining software with consulting, implementation, managed services, cloud, data/AI, integration, or other professional services.
- Experience managing or coordinating customized software-based solutions and complex cross-functional initiatives.
- Familiarity with enterprise software procurement, licensing models, renewals, and commercial negotiations.
Benefits
Skills Required
- 8+ years of software sales, business development, channel sales, or related enterprise technology sales experience
- Recent, demonstrated experience working within the IBM ecosystem
- Experience with IBM sales incentive program mechanics, execution, and leverage
- Proven success selling enterprise software, subscriptions, licensing, support, or software-based solutions
- Demonstrated success achieving individual revenue, margin, or gross-profit quotas
- Experience developing and executing go-to-market strategies and sales plays
- Strong relationships with technology vendors, partner organizations, channel teams, and field sales organizations
- Ability to originate, qualify, develop, negotiate, and close complex enterprise opportunities
- Experience developing business cases and articulating the financial and operational value of technology solutions
- Ability to collaborate effectively across sales, business development, technical practices, delivery teams, and external partners
- Experience using Salesforce to manage pipeline, lead generation, opportunities, and forecasting
- Executive-level communication, presentation, negotiation, and written communication skills
- Strong PowerPoint and Excel skills
- Bachelor's degree or equivalent combination of education and relevant professional experience
- Experience with IBM subscription, support, licensing, or renewal programs
- Established relationships within IBM field sales and partner organizations
- Experience enabling Account Executives and Business Development teams to sell software-based solutions
- Experience combining software with consulting, implementation, managed services, cloud, data/AI, integration, or other professional services
- Experience managing or coordinating customized software-based solutions and complex cross-functional initiatives
- Familiarity with enterprise software procurement, licensing models, renewals, and commercial negotiations
What We Do
Prolifics brings your digital transformation visions to life. We deliver results faster ... and provide accelerators and solutions for any point on your digital roadmap, or the entire transformation journey. Our global team of consultants and experienced engineers advise on the best starting point to give you immediate impact, deliver cloud and other digital solutions in a DevOps environment that are scalable to meet your changing needs and stay with you after the implementation to provide managed services so your teams can focus on other priorities. That lets you get on with the business of exceeding your own customers expectations.
