Principal Account Executive

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Job Description Summary:

The Principal Account Executive (Vertica) is an advanced, quota-carrying enterprise sales leader responsible for driving large-scale revenue growth and strategic account expansion for Rocket Software’s Vertica analytics platform. This role focuses on engaging complex Global 1000 organizations undergoing data modernization, analytics transformation, and AI initiatives, positioning Vertica as a core component of enterprise data strategies.

The successful candidate brings deep expertise in enterprise software sales within the data and analytics domain and operates with a high degree of independence. This individual is responsible for shaping market opportunities, influencing senior stakeholders, and leading complex, multi-million dollar sales cycles across highly competitive environments.

This role requires both strategic account leadership and hands-on execution, partnering with cross-functional teams to deliver sustained growth, expand footprint within key accounts, and position Vertica as a differentiated leader in the analytics ecosystem.

Key Responsibilities

• 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

Experience and Qualifications

Core Sales Experience

• 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

Data & Analytics Domain Expertise

• 2–3+ years of product sales experience in one or more of the following areas: Data AnalyticsData WarehousingBig Data platformsLakehouse architecturesAI/ML-driven data solutions
• Strong understanding of data modernization, analytics ecosystems, and AI-driven transformation initiatives

Market & Competitive Awareness

• In-depth familiarity with the analytics and database ecosystem, including: SnowflakeDatabricksGoogle BigQueryAmazon RedshiftTeradata
• Exceptional ability to position technical solutions in highly competitive environments, articulating differentiation at executive and technical levels

Executive & Consultative Selling Skills

• 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
• Ability to communicate Vertica’s roadmap, vision, and strategic value aligned to customer transformation goals

Collaboration & Go-to-Market Execution

• Demonstrated ability to lead complex deal orchestration across Pre-Sales, Product, Marketing, and Customer Success teams
• Strong experience driving partner-led and co-sell motions (GSIs, VARs) to scale sales outcomes
• Ability to navigate complex market dynamics and execute targeted, account-specific growth strategies

Additional Capabilities

• Strong strategic thinking and executive presence in enterprise environments
• High level of ownership, accountability, and results-driven mindset
• Ability to operate autonomously in a high-performance, quota-driven role
• Deep expertise in Salesforce forecasting, pipeline management, and deal inspection discipline
• Fluency in Spanish

Information Security

Information security is everyone’s responsibility at Rocket Software. All employees are expected to protect company information and IT resources in accordance with security policies and their role-based responsibilities.

Diversity, Inclusion & Equity

At Rocket, we are committed to fostering an inclusive environment where every employee can thrive. We believe diversity strengthens our ability to innovate and deliver value to our customers.

#LI-Remote

#LI-MM1

Annual salary range for this position is between $119,000.00 - $160,650.00 gross before taxes.

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What Rocket Software can offer you in USA:

• 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

EOE M/F/Vet/Disability.  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 people@rocketsoftware.com.  We will make a determination on your request for reasonable accommodation on a case-by-case basis.

As part of our commitment to a safe and trustworthy workplace, we include background and reference checks in our hiring process.

It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.

If you like wild growth and working with happy, enthusiastic over-achievers, you'll enjoy your career with us!