Senior Account Executive - LATAM

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

Job Description Summary:

Rocket Software is seeking a highly motivated Sales professional to join our Mainframe Modernization sales team. In this role, you will have the opportunity to work with cutting-edge technologies and help our clients transform their legacy mainframe systems into modern, cloud-based platforms. If you have a passion for technology and a desire to help clients achieve their business goals, we encourage you to apply for this exciting opportunity. Our AMC (Application Modernization and Connectivity) Enterprise division is looking for dynamic Services Sales Executive to engage with New and Existing clients in the LATAM Region to 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: 

• Sells Rocket AMC Enterprise solutions and products to/through the Cloud Service providers of AWS, GCP, and Microsoft, plus the Alliance partners to the CSP's (and working closely with Consulting to ensure proper implementation).
• Develops long-term sales pipelines to increase the company's market share in specialized areas.
• Works with new and existing customers to set the direction for business development and solution replication.
• Develops and owns relationships with the Rocket client base and wider.
• Has a strong knowledge of Rocket Enterprise software products and services, solution or service offerings as well as competitor's offerings. 
• Consultative solution selling and business development skills to align the client's business needs with solution.
• In-depth knowledge of client's business, organizational structure, business processes and financial structure.
• Strategic planning skills on a business development level; ability to build an effective business case reflecting the value of an appropriate strategy.
• Effective partnering with license account team to build an effective account plan and strategy to drive incremental revenue in accounts.
• Experience using SalesForce.com tool to forecast business accurately. 
• Sells a portfolio of infrastructure and application software that optimizes and modernizes enterprise systems. 
• Works closely with Field Marketing to develop prospects and events. 
• Leads sales campaigns with the extended team of Rocket sales engineers, marketing and lab groups. 
• Ensures 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. 
• Works with management to negotiate pricing and contact terms. 
• Serves 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. 
• Demonstrates breadth and depth of knowledge in aligning the company's capabilities to business and IT priorities and positioning relative to competitors. 
• Advocates for the customer needs during sales cycles while addressing any delivery issues. 
• Conducts research and understands each customer's industry and business, their strategies and challenges. 

Required Qualifications: 

• Mainframe Solution Selling - strong understanding of Mainframe Technology - and ideally Mainframe Modernization Selling
• 8+ years of sales experience in solution software to Global 1000 clients. 
• Ability to adapt to the situation, impeccable honesty, integrity, and ethics. 
• Proactively tackles difficult problems often with a new perspective. 
• Ability to articulate a vision, influence others, plan and organize resources and deliver the results. 
• Strive to exceed expectations and able to work independently. 
• Strong business acumen and experience to navigate large, complex customers with a portfolio product line. 

 

Preferred Qualifications: 

• LATAM Selling Experience - and understanding of the LATAM Market
• Demonstrated history as a consistent top performer selling software solutions to senior executives with quotas in excess of 2M, selling large transactions. 
• Hunter who will proactively create and qualify new opportunities and meet customers in person every week. 
• Experience with complex, multi-year subscription and perpetual licenses sales. 
• Network of trusted relationships within designated region 

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 our workforce. 

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This position is eligible for commissions in accordance with the terms of the company’s plan

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.

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

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 [email protected].  We will make a determination on your request for reasonable accommodation on a case-by-case basis.

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