Principal Account Executive

🔥 1 minute ago

🌲 North Carolina – Remote

🌲 North Carolina – Remote

💵 $119k - $160.7k / year

⏰ Full Time

🔴 Lead

🧑‍💼 Account Executive

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Rocket Software

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 1990

🏢 Enterprise

☁️ SaaS

🔐 Security

Enterprise • SaaS • Security

Rocket Software is a company that specializes in IT modernization and hybrid cloud solutions. They provide a variety of products and services aimed at optimizing mainframe and cloud integration, enhancing security and compliance, and improving IT skills and efficiency through automation and innovation. Rocket Software offers solutions for content services, hybrid cloud, IBM i, security, and efficiency, along with modernization of enterprise applications, data, and infrastructure. Their focus is on helping organizations seamlessly bridge critical business applications and data with AI-powered solutions for increased productivity and decision-making, while maintaining robust security and resilience.

📋 Description

• Own and exceed revenue targets for a portfolio of strategic enterprise accounts or territory • Develop and execute long-term account and territory strategies aligned to customer business priorities and market opportunities • Lead complex, high-value sales cycles involving multiple stakeholders, technical validation, and commercial negotiations • Establish and maintain trusted relationships with C-suite and senior data leadership (CDO, CTO, CIO, VP Data), influencing strategic decision-making • Act as a strategic advisor, aligning Vertica solutions to enterprise-level initiatives in analytics, data infrastructure, and AI • Shape opportunities early in the sales cycle, driving account expansion, competitive displacement, and new market entry • Lead cross-functional sales teams, including Pre-Sales Engineering, Marketing, Product, and Customer Success, to execute deal strategy • Develop and execute competitive positioning strategies, differentiating Vertica against key market alternatives (Snowflake, Databricks, BigQuery, Redshift, Teradata) • Drive and scale partner and channel co-sell strategies with GSIs, VARs, and ecosystem partners to accelerate growth • Maintain rigorous pipeline management and forecasting discipline, providing accurate visibility into revenue outcomes • Mentor and guide junior sales team members, contributing to overall team capability and performance

🎯 Requirements

• 10+ years of enterprise software sales experience with a demonstrated track record of consistently exceeding quota • Proven success closing complex, multi-million dollar deals in enterprise data infrastructure, analytics software, or database solutions • Experience managing and expanding strategic enterprise accounts / Global 1000 customers • 2–3+ years of product sales experience in one or more of the following areas: Data Analytics, Data Warehousing, Big Data platforms, Lakehouse architectures, AI/ML-driven data solutions • Strong understanding of data modernization, analytics ecosystems, and AI-driven transformation initiatives • In-depth familiarity with analytics and database ecosystem (Snowflake, Databricks, Google BigQuery, Amazon Redshift, Teradata) • Proven ability to engage, influence, and negotiate with C-level executives and senior business leaders • Advanced consultative and value-based selling capabilities, including solution storytelling and business case development • Deep expertise in Salesforce forecasting, pipeline management, and deal inspection discipline • Fluency in Spanish

🏖️ Benefits

• Unlimited Vacation Time as well as paid holidays and sick time • Health and Wellness coverage options for Rocketeers and dependents • Life and disability coverage • Fidelity 401(k) and Roth Retirement Savings with matching contributions • Monthly student debt benefit program • Tuition Reimbursement and Certificate Reimbursement Program opportunities • Leadership and skills training opportunities