Job Description Summary:

The Principal Account Executive (Vertica) is an advanced, quota-carrying enterprise sales leader responsible for driving large-scale revenue growth and strategic account expansion for Rocket Software's Vertica analytics platform. This role focuses on engaging complex Global 1000 organizations undergoing data modernization, analytics transformation, and AI initiatives, positioning Vertica as a core component of enterprise data strategies.

The successful candidate brings deep expertise in enterprise software sales within the data and analytics domain and operates with a high degree of independence. This individual is responsible for shaping market opportunities, influencing senior stakeholders, and leading complex, multi-million dollar sales cycles across highly competitive environments.

This role requires both strategic account leadership and hands-on execution, partnering with cross-functional teams to deliver sustained growth, expand footprint within key accounts, and position Vertica as a differentiated leader in the analytics ecosystem.

Key Responsibilities

Own and exceed revenue targets for a portfolio of strategic enterprise accounts or territory
Develop and execute long-term account and territory strategies aligned to customer business priorities and market opportunities
Lead complex, high-value sales cycles involving multiple stakeholders, technical validation, and commercial negotiations
Establish and maintain trusted relationships with C-suite and senior data leadership (CDO, CTO, CIO, VP Data), influencing strategic decision-making
Act as a strategic advisor, aligning Vertica solutions to enterprise-level initiatives in analytics, data infrastructure, and AI
Shape opportunities early in the sales cycle, driving account expansion, competitive displacement, and new market entry
Lead cross-functional sales teams, including Pre-Sales Engineering, Marketing, Product, and Customer Success, to execute deal strategy
Develop and execute competitive positioning strategies, differentiating Vertica against key market alternatives (Snowflake, Databricks, BigQuery, Redshift, Teradata)
Drive and scale partner and channel co-sell strategies with GSIs, VARs, and ecosystem partners to accelerate growth
Maintain rigorous pipeline management and forecasting discipline, providing accurate visibility into revenue outcomes
Mentor and guide junior sales team members, contributing to overall team capability and performance

Experience and Qualifications

Core Sales Experience

10+ years of enterprise software sales experience with a demonstrated track record of consistently exceeding quota
Proven success closing complex, multi-million dollar deals in enterprise data infrastructure, analytics software, or database solutions
Experience managing and expanding strategic enterprise accounts / Global 1000 customers

Data & Analytics Domain Expertise

2-3+ years of product sales experience in one or more of the following areas: Data AnalyticsData WarehousingBig Data platformsLakehouse architecturesAI/ML-driven data solutions
Strong understanding of data modernization, analytics ecosystems, and AI-driven transformation initiatives

Market & Competitive Awareness

In-depth familiarity with the analytics and database ecosystem, including: SnowflakeDatabricksGoogle BigQueryAmazon RedshiftTeradata
Exceptional ability to position technical solutions in highly competitive environments, articulating differentiation at executive and technical levels

Executive & Consultative Selling Skills

Proven ability to engage, influence, and negotiate with C-level executives and senior business leaders
Advanced consultative and value-based selling capabilities, including solution storytelling and business case development
Ability to communicate Vertica's roadmap, vision, and strategic value aligned to customer transformation goals

Collaboration & Go-to-Market Execution

Demonstrated ability to lead complex deal orchestration across Pre-Sales, Product, Marketing, and Customer Success teams
Strong experience driving partner-led and co-sell motions (GSIs, VARs) to scale sales outcomes
Ability to navigate complex market dynamics and execute targeted, account-specific growth strategies

Additional Capabilities

Strong strategic thinking and executive presence in enterprise environments
High level of ownership, accountability, and results-driven mindset
Ability to operate autonomously in a high-performance, quota-driven role
Deep expertise in Salesforce forecasting, pipeline management, and deal inspection discipline
Fluency in Spanish

Information Security

Information security is everyone's responsibility at Rocket Software. All employees are expected to protect company information and IT resources in accordance with security policies and their role-based responsibilities.

#LI-Remote

#LI-MM1

Annual salary range for this position is between $119,000.00 - $160,650.00 gross before taxes.

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

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

Rocket Software, Inc.

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