Senior Account Executive - Vertica Product Sales

Rocket Software is a software company seeking a Senior Account Executive to drive revenue growth for its Vertica analytics platform. The role owns territory strategy, pipeline development, complex enterprise sales cycles, executive relationships, competitive positioning, and cross-functional deal execution.

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

Requirements:

• 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
• 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
• 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
• 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
• 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
• Strong business acumen and strategic thinking in enterprise sales environments
• High level of ownership, accountability, and results orientation
• Ability to operate independently in a high-performance, quota-driven environment
• Proficiency in Salesforce or similar CRM tools with strong pipeline and forecasting discipline
• 50% of your time in the field working at tradeshows and meeting with customers/clients