Senior Sales Specialist

It's fun to work in a company where people truly BELIEVE in what they're doing!

Job Description Summary:

This position is a direct contributor "overlay" position with client facing expectations. You’ll be working with Regional Sales Directors, Senior Account Executives and Pre-Sales Engineers across the North America, with particular focus on the Rocket Mainframe Security product portfolio and associated implementation services to the Fortune 1000 customers. Rocket offers a highly regarded portfolio of software which address a variety of complex IT needs.

Essential Duties and Responsibilities: 

• This role focuses on identifying, developing, and closing sales opportunities for mainframe security solutions, while building strong relationships with clients and stakeholders.

• Leadership and Communication: Serve as the single point of contact for all matters related to Mainframe Security Sales for US market. Communicate effectively with team members across different regions, providing guidance and support.

• Ability to work with C-Level and effectively translate complex technical concepts into business value propositions
• Partner with the Infrastructure Business Unit (Product Managers, Product Marketing and BU Leaders) to understand and validate current market trends and ongoing client needs for Mainframe Security and respective portfolio of products in the Americas.
• Skills: Strong leadership abilities, excellent communication skills, and a deep sales expertise in MF and/or cybersecurity. Ability to work independently and as part of a global team. 
•  Strong communication, negotiation, and presentation skills.
• Collaborate with Regional Sales Directors and respective Senior Account Executives to execute sales plays for Integrity & Resiliency, Pen Testing and Vulnerability Testing that leads to qualification and progression of opportunities through sales funnel stages
• Work collectively with Product Marketing and Product Management to develop enablement and Go to Market plans for active investment products
• Educate and enable Account Executives on our offerings, pitch and objection handling
• Work hand-in-hand with Sales Engineers on Discovery calls, Customer meetings, Proof of Concepts
• Collaborate with Account Executives on building proposals and pricing
• Directly interact with customers and prospects promoting this set of enterprise solutions
• Work with Sales teams to migrate customers from competitors to Rocket offerings
• Stay abreast of trends and regulations to ensure effectiveness and compliance
• Team with Marketing and Sales to represent Rocket at Industry trade shows and events
• Understanding of High Availability and Business Continuity offerings is a plus
• Ability to uncover, seed, propose and sell professional services engagements
• Willing to travel throughout the USA when required

 

Qualifications: 

• Bachelor's Degree in Business Administration, Computer Science or related field/equivalent job experience
• The ideal candidate has in-depth knowledge of mainframe environments, expertise in cybersecurity, and a proven track record in sales.
• Experience in Workload Automation, Enterprise Orchestration, Dev Ops, or closely related areas is a plus
• Strong Communications skills and ability to work as a team are very important
• Channel partner experience is a plus

 

Education: 

Bachelor’s Degree in Business or related field  

 

Travel Requirements:  

50% of your time in the field working at tradeshows and meeting with customers/clients  

 

Information Security: 

Information security is everyone’s responsibility.  A fundamental principle of information security at Rocket Software is that all individuals in the organization have a responsibility for the security and protection of company information and IT Resources over which they have control, according to their role. 

 

Diversity, Inclusion & Equity: 

At Rocket we are committed to an inclusive workplace environment, where every Rocketeer can thrive by bringing their full selves to work. Being a Rocketeer means you are part of our movement to continually drive inclusivity, diversity and equity in o