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 is an enterprise software sales professional who sells a platform of software solutions to Global 1000 clients. This individual understands executive selling into large companies, outstanding communication skills and brings current relationships. Proactively prospecting and leading meetings with customers weekly.

Essential Duties and Responsibilities: 

• Sell a portfolio of infrastructure and application software that optimizes and modernizes enterprise systems. 

• Work closely with Field Marketing to develop prospects and events. 

• Lead sales campaigns with the extended team of Rocket sales engineers, marketing and lab groups. 

• Ensure best-in-class customer sales satisfaction and reference-ability with our customers. 

• Meets revenue targets and strategic objectives, including growing the sales pipeline, creating territory plans. 

• Actively use Salesforce and maintain weekly, monthly and quarterly sales forecasts. 

• Work with management to negotiate pricing and contact terms. 

• Serve as a trusted advisor to customer business and IT leaders, aggressively shape opportunities early in the sales cycle. Advance opportunities into profitable revenue growth for the company. 

• Demonstrate breadth and depth of knowledge in aligning the company's capabilities to business and IT priorities and positioning relative to competitors. 

• Advocate for customer needs during sales cycle and in addressing any delivery issues 

• Research and understand each customer's industry and business, strategies and challenges. 

 

Required Qualifications: 

• Enterprise quota-carrying seller with a history of account management for 10+ years. 

• Proven success with large, strategic accounts, including F100 customers, multi-regions / geos. FinServ and insurance preferred. 

• Proven success selling large, strategic, multi-product and complex deals, with ELA experience preferred.

• C-level / executive engagement experience and presence. Experience with executive briefings and SVP/CXO negotiations and contracts preferred. 

• Industry / Domain knowledge

Skills and Behaviors 

• Consultative and value selling approach, ability to craft an ROI and map technology solutions to business outcomes. 

• Team selling and account orchestration, ability to lead internal teams, work with channel partners and manage a matrixed customer stakeholder environment to close complex deals. 

• Pipeline, forecasting and tool usage discipline

Traits

• Excellent communicator and storyteller

• Strong business acumen and executive presence 

• Metrics-driven, persistent, and resilient

• Fit with Rocket Culture and Value 

 

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 continua