Senior Account Executive

Rocket Software; United States; On-site; USD 131,625 - 165,750; Full time

Benefits offered by this job

Unlimited Vacation Time

Health and Wellness coverage

Life and disability coverage

Fidelity 401(k) with matching contributions

Tuition Reimbursement

Leadership and skills training opportunities

Job summary

Rocket Software is seeking a Senior Account Executive to drive enterprise software sales solutions for global clients. Your role will focus on consulting services and developing a robust sales pipeline. You will work closely with various teams to ensure customer satisfaction and optimal sales outcomes.

The ideal candidate has over 8 years of experience selling to Global 1000 clients, a track record of exceeding quotas, and excellent communication skills. The position offers a competitive base salary, commissions, and comprehensive benefits.

Qualifications

• 8+ years of sales experience in solution software to Global 1000 clients.
• Ability to adapt with impeccable honesty, integrity, and ethics.
• Consistent track record of meeting and exceeding quotas.
• Demonstrated achievement of progressively higher quota diversity.
• Experience in a sales culture that supports and rewards high achievers.

Responsibilities

• Sells Consulting Services Solutions and Service Management Solutions (SMS).
• Develops long-term sales pipeline to increase market share.
• Creates and grows reference customers.
• Leads sales campaigns with the extended team.
• Ensures customer sales satisfaction and reference-ability.

Skills

Sales experience in solution software

Communication skills

Business development

Relationship building

Strategic planning

Education

Bachelor’s Degree in Business or related field

Tools

Salesforce

Job description

Job Description Summary

The Senior Account Executive is an enterprise software sales professional who sells a platform of professional services solutions to Global 1000 clients. This individual understands executive selling into large companies, has outstanding communication skills, and brings current relationships. Proactively prospects and leads meetings with customers weekly.

Our Enterprise Suite division is looking for a dynamic Services Sales Executive to engage with Micro Focus clients in the Americas, providing expert advisory and technical integration services that maximize customer ROI with Rocket products. Services revenue is approximately $500k–2M, or transition/transformation for a more complex $2M–10M deal.

Essential Duties and Responsibilities

• Sells Consulting Services Solutions and Service Management Solutions (SMS).
• Develops long‑term sales pipeline to increase the company's market share in specialized areas.
• Uses specialty expertise to seek out new opportunities for customer value by expanding and enhancing existing opportunities, building the pipeline and driving pursuit in specialty area.
• Sets direction for business development and solution replication.
• Creates and grows reference customers.
• Works collaboratively with license account managers.
• Sells complex services and/or solutions to customers on a partnership basis.
• Maintains and uses overall cross‑portfolio knowledge to support account leads with integration of solutions.
• Contributes to enduring executive relationships that establish the company's consultative professionalism and promote its total solution capabilities.
• 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 customers.
• Meets revenue targets and strategic objectives, including growing the sales pipeline and creating territory plans.
• Actively uses Salesforce and maintains weekly, monthly and quarterly sales forecasts.
• Works with management to negotiate pricing and contact terms.
• Serves as a trusted advisor to customer business and IT leaders, aggressively shaping opportunities early in the sales cycle and advancing 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 customer needs during the sales cycle and in addressing any delivery issues.
• Researches and understands each customer's industry and business strategies and challenges.

Required Qualifications

• 8+ years of sales experience in solution software to Global 1000 clients.
• Ability to adapt to the situation with impeccable honesty, integrity, and ethics.
• Consistent track record of meeting and exceeding quotas.
• Demonstrated achievement of progressively higher quota diversity of business customer, and higher‑level customer interface.
• Experience working in a company with a sales culture that supports and rewards high achievers.
• Proactively tackles difficult problems often with a new perspective.
• Can articulate a vision, influence others, plan and organize resources, and deliver results.
• Has the business acumen and experience to navigate large, complex customers with a portfolio product line.

Preferred Qualifications

• Strong knowledge of Rocket software Enterprise Suite products and services, solution or service offerings, and competitor's offerings.
• Consultative solution selling and business development skills to align the client's business needs with solutions.
• Strategic planning skills at 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 account.
• Demonstrated history as a consistent top performer selling software solutions to senior executives with quotas in excess of $2M, selling large transactions.
• 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.

Compensation

The base salary range for this role is $131,625.00 – $165,750.00 per year. Exact compensation may vary based on skills, experience, and location. This position is eligible for commissions in accordance with the terms of the company’s plan.

Benefits

• Unlimited Vacation Time as well as paid holidays and sick time.
• Health and Wellness coverage options for Rocket employees 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.

Equal Employment Opportunity

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.

Disability Accommodation

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 [e-mail]. We will make a determination on your request for reasonable accommodation on a case‑by‑case basis.

Compliance and Legal

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.