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

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