Senior Account Executive

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Job Description Summary:

Rocket Software is seeking a proactive, experienced Senior Sales Manager to lead and grow our BFSI business in the Philippines, with a strong focus on the top 10 banks and strategic partners. The ideal candidate will bring 10+ years of enterprise software and/or IT services sales experience in BFSI, including a proven track record directly managing and closing business with tier-1 banking customers in the Philippines, and existing relationships with key decision makers and senior influencers across the top 10 banks.
This role is responsible for Philippines BFSI sales strategy and is accountable for net-new growth and expansion within strategic accounts, including structuring, negotiating, and closing Enterprise License Agreement (ELA) transactions. The Senior Sales Manager will position Rocket as a trusted modernization partner—helping customers modernize IBM Mainframe and IBM i (AS400) environments without disruption, while improving security and compliance, enabling adoption of cloud and AI, and delivering measurable modernization outcomes aligned to customer priorities.
Fluency in Tagalog and English is essential.

Key Responsibilities

BFSI Senior Sales Manager

• Own and execute the sales strategy for the Philippines, prioritizing top 10 banks and other strategic financial institutions.

• Build and maintain a strong pipeline; drive disciplined opportunity qualification, deal governance, and accurate forecasting.

Enterprise account acquisition and expansion

• Drive net-new and expansion revenue across Rocket’s portfolio, with emphasis on legacy modernization for IBM Mainframe and IBM i (AS400) and solutions that enable modernization without disruption.

• Lead end-to-end enterprise sales cycles including discovery, stakeholder alignment, solution positioning, pricing/commercial strategy, negotiation, and closure.

Executive engagement and value-based selling

• Establish and deepen relationships with senior decision makers across CIO/CTO organizations as well as Infrastructure, Applications, Data, Security, Risk/Compliance, and Procurement leadership.

• Translate customer pain points into strategic modernization roadmaps and business cases, aligning to outcomes such as resilience, operational efficiency, risk reduction, compliance readiness, and faster digital delivery.

• Identify, define, position, and close ELA deals to grow strategic customer accounts, including multi-year frameworks that align customer modernization roadmaps with predictable commercial outcomes.

• Own late-stage commercial execution with customer procurement and legal stakeholders, ensuring clear deal governance, accurate documentation, and timely closure through internal contracting processes.

• Demonstrate strong working knowledge of software licensing constructs and common enterprise agreement issues (for example, entitlement interpretation, usage alignment, and contract/risk considerations).

• Partner effectively with internal stakeholders to address and resolve licensing-related questions during negotiations and renewals and maintain customer trust through transparency and strong governance.

Partner and ecosystem growth

• Build and execute partner-driven sales motions with GSIs/SIs/MSPs and banking ecosystem partners who support cloud migration, modernization, and managed services.

• Collaborate with hyperscaler-aligned partner motions (where applicable) across AWS, Azure, and GCP to support customer modernization initiatives.

Internal collaboration and customer advocacy

• Work closely with pre-sales, customer success, technical teams, and product stakeholders to deliver customer outcomes and accelerate deal execution.

• Act as a strong internal advocate for BFSI customers, ensuring responsiveness, accountability, and alignment to customer priorities.

Operating with Rocket core values

• Represent Rocket externally with a customer-first mindset and consistently demonstrate Rocket’s core values of Empathy, Humanity, Trust, and Love in all customers, partner, and internal interactions.

Essential Duties and Responsibilities: 

• Sell a portfolio of infrastructure, data 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. 

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

Required Qualifications

• 10+ years of proven success in enterprise software and/or IT services sales, with a strong emphasis on BFSI in the Philippines.

• Demonstrated success selling into tier-1 banking customers, with direct ownership of complex, multi-stakeholder sales cycles.

• Established relationships with decision makers and senior influencers across the top 10 banks in the Philippines (e.g., CIO/CTO, Heads of Infrastructure, Applications, Data, Security, Risk/Compliance, and Procurement).

• Strong track record of quota achievement and pipeline creation, with the ability to forecast accurately and manage sales cycles rigorously.

• Experience building and executing partner-led opportunities with SIs/MSPs/GSIs and relevant ecosystem partners.

• Strive to exceed expectations and able to work independently. 

• Has the business acumen and experience to navigate large, complex customers with a portfolio product line. 

• Fluency in Tagalog and English (written and spoken).

 Preferred Qualifications: 

• Knowledge of and/or experience selling solutions aligned to IBM Mainframe and IBM i (AS400) environments.

• Experience selling modernization-related solutions such as automation software, middleware, business intelligence, data products, or enterprise integration platforms.

• Exposure to banking modernization initiatives involving cloud migration and modernization and working within partner ecosystems linked to AWS, Azure, and/or GCP.

• Familiarity with regulated enterprise sales requirements, including banking security, compliance, and risk drivers.

• 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 

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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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!