**Introduction** At IBM, work is more than a job — it’s a calling: To build. To consult. To sell. To solve the world’s most complex technology challenges. Not just to do things better, but to reimagine what’s possible. Are you a fearless hunter who thrives on building relationships, creating opportunities, and closing deals? Do you want to help the world’s leading enterprises modernize in place and position the mainframe as a critical part of their hybrid cloud strategy? If so, this is your chance to make an impact. **Your role and responsibilities** As a zStack Software Sales Specialist, your mission is to help clients transform the way they use IBM Z — not by replacing it, but by modernizing it in place and integrating it into their end-to-end hybrid cloud. Your focus will be on z/OS Application Modernization as the primary entry point, with a secondary focus on driving new Linux workloads and expanding IBM’s middleware management footprint. You will: * Lead Modernization Journeys: Position IBM’s z software portfolio as the enabler of in-place modernization — helping clients refactor, recompile, or replatform COBOL and PL/I applications, while connecting seamlessly to cloud-native services. * Sell Middleware Management Tools: Drive adoption of IBM tools that help clients better manage, automate, and secure their mainframe middleware environments, ensuring resiliency, agility, and cost efficiency. * Expand Linux on Z: Grow new workloads on Linux for Z and Red Hat OpenShift, highlighting the unmatched performance, security, and sustainability advantages of running modern applications on the platform. * Hunt Relentlessly: Build pipeline through proactive prospecting, new business development, and account expansion. You won’t wait for leads — you’ll create them. * Consult & Build Trust: Develop strong, trusted client relationships quickly. Engage senior IT and business leaders to uncover needs, align IBM’s solutions to their strategy, and deliver compelling business cases. * Collaborate Across IBM: Partner with technical specialists, architects, and ecosystem partners to deliver complete modernization and middleware solutions while keeping full ownership of the client relationship and the close. **Required technical and professional expertise** * Proven Software Sales Success: 3-5 years of solution sales experience with measurable results in new business development. * Application Modernization Expertise: Understanding of z/OS workloads and modernization entry points, with the ability to position modernization in place as part of a hybrid cloud journey. * Middleware Awareness: Knowledge of how enterprises manage mainframe middleware and the tools IBM provides to optimize these environments. * Hunter Mentality: Persistent prospector and closer, energized by building new opportunities and resilient in the face of "no." * Client Relationship Builder: Strong interpersonal skills to rapidly establish trust and credibility with senior decision-makers. * CRM Discipline & Consultative Selling: Ability to run structured sales cycles, manage pipeline, forecast accurately, and sell with a consultative approach. **Preferred technical and professional experience** * 5-10 years experience selling enterprise modernization, DevOps, middleware management, or hybrid cloud solutions. * Familiarity with Red Hat technologies (Linux, OpenShift, open source workloads). * Understanding of IBM Z’s unique role in security, resiliency, and data at scale. * Experience selling to clients through contract vehicles such as Enterprise License Agreements (ELAs) or other enterprise-wide purchasing structures. * Ability to become a trusted advisor to CIOs, CTOs, and senior executives quickly. IBM 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, sex, gender, gender identity or expression, sexual orientation, national origin, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.