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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 strategic selling to executives in large companies, has outstanding communication skills and existing customer relationships. This individual will also understand Mainframe & IBMi products and technology. The Senior Account Executive will proactively prospect and lead meetings with customers on a regular basis.Essential Duties and Responsibilities:
Sell a portfolio of infrastructure and application software, primarily in the Mainframe and IBMi space, 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.
Meet revenue targets and strategic objectives, including the growth of the sales pipeline while creating territory plans.
Utilize Salesforce tools to maintain weekly, monthly and quarterly sales forecasts.
Work with management to negotiate pricing and contract terms.
Serve as a trusted advisor to customer business and IT leaders, aggressively shaping 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:
8+ years of sales experience in solution software to Global 1000 clients.
Successful track record and sales experience with Mainframe & IBMi technology and products.
Ability to adapt to a situation with impeccable honesty, integrity, and business and work ethics.
Work in a company with a sales culture that supports and rewards high achievers.
Proactively tackle difficult problems, often with a new perspective.
Ability to articulate a vision, influence others, plan and organize resources and deliver results.
Strive to exceed expectations and work independently.
Have the business acumen and experience to navigate large, complex customers with a portfolio product line.
Preferred Qualifications:
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 the designated territory and the Southeast region.
Ability to travel and meet with customers regularly.
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 our workforce.
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What Rocket Software can offer you in USA:
- Unlimited Vacation Time as well as paid holidays and sick time
- Health and Wellness coverage options for Rocketeers and dependents
- Life and disability coverage
- Fidelity 401(k) and Roth Retirement Savings with matching contributions
- Monthly student debt benefit program
- Tuition Reimbursement and Certificate Reimbursement Program opportunities
- Leadership and skills training opportunities
EOE M/F/Vet/Disability. 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.
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.
As part of our commitment to a safe and trustworthy workplace, we include background and reference checks in our hiring process.
It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.
If you like wild growth and working with happy, enthusiastic over-achievers, you'll enjoy your career with us!
Top Skills
What We Do
Rocket Software empowers organizations to create legendary impact in the world through innovation in legacy technologies. With deep expertise in IBM Z, IBM Power, and database and connectivity solutions, Rocket solutions power tens of thousands of global businesses, solving real problems and making real-world impact.
With more than 70% of the world’s IT workload running on legacy platforms, Rocket helps companies and public-sector organizations innovate using the technology and data they already have, so they can always be ready for what comes next. Rocket customers include 44 of the Fortune 50, representing industries including Banking and Finance, Healthcare, Manufacturing, Transportation and Logistics, Retail and Insurance.
A Bain Capital portfolio company, Rocket is headquartered in the Boston area with centers of excellence strategically located throughout North America, Europe, Asia, and Australia.
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