Senior Account Executive

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

Job Description Summary:

The Senior Account Executive (Vertica) is a quota-carrying enterprise sales professional responsible for owning and driving revenue growth within an assigned territory and/or set of strategic accounts. This role focuses on selling Rocket Software’s Vertica analytics platform, enabling customers to modernize their data infrastructure and accelerate data analytics, data warehousing, and AI-driven initiatives.

The successful candidate brings strong experience in enterprise software sales within the data and analytics domain, and is capable of leading complex sales cycles, shaping opportunities early, and establishing trusted relationships with senior business and technical stakeholders.

This individual operates with a high degree of autonomy, owning territory strategy, pipeline development, and deal execution, while collaborating cross-functionally to deliver business outcomes for customers and revenue growth for Rocket Software.

Key Responsibilities

• Own and deliver against revenue targets for an assigned territory and/or strategic account set
• Develop and execute territory and account strategies to drive pipeline generation and revenue growth
• Lead end-to-end enterprise sales cycles, from early opportunity shaping through negotiation and close
• Build and maintain relationships with C-suite and senior stakeholders (CDO, CTO, CIO, VP Data), positioning Vertica as a strategic solution for data-driven transformation
• Act as a trusted advisor, translating Vertica’s technical capabilities (performance, scalability, cost efficiency) into measurable business value
• Collaborate with Pre-Sales Engineers to lead technical evaluations, proof-of-concepts, and solution positioning
• Drive competitive sales strategies, effectively positioning Vertica against alternative solutions (e.g., Snowflake, Databricks, BigQuery, Redshift, Teradata)
• Lead cross-functional deal teams, including Marketing, Product, and Customer Success, to progress and close opportunities
• Leverage and develop partner and channel relationships (GSIs, VARs) to accelerate pipeline and expand market coverage
• Maintain accurate pipeline and forecast management in Salesforce, demonstrating strong forecasting discipline and deal inspection rigor
• Ensure high levels of customer satisfaction, contributing to long-term account growth and referenceable customers

Experience and Qualifications

Core Sales Experience

• 5–8+ years of enterprise software sales experience with a consistent track record of meeting or exceeding quota
• Demonstrated success owning and closing complex, multi-stakeholder deals in enterprise environments
• Experience selling into large enterprises / Global 1000 organizations with accountability for revenue outcomes

Data & Analytics Domain Expertise

• Minimum 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

Market & Competitive Awareness

• In-depth familiarity with the analytics and database ecosystem, including:

• • Snowflake
  • Databricks
  • Google BigQuery
  • Amazon Redshift
  • Teradata
• Proven ability to position technical products in competitive environments, articulating differentiation at both business and technical levels

Executive & Consultative Selling Skills

• Proven ability to engage and influence C-level executives and senior data leaders (CDO, CTO, CIO, VP Data)
• Strong presentation, storytelling, and consultative/value-based selling capabilities
• Ability to articulate and align Vertica’s roadmap, vision, and innovation strategy to customer priorities

Collaboration & Go-to-Market Execution

• Proven ability to lead cross-functional deal execution with Pre-Sales, Marketing, Product, and Customer Success teams
• Experience leading or contributing to partner co-sell motions (GSIs, VARs) to accelerate deal velocity
• Ability to navigate complex market dynamics and execute targeted, territory-specific sales strategies

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