Senior Account Executive

It's fun to work in a company where people truly BELIEVE in what they're doing!

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, outstanding communication skills and brings current relationships. Proactively prospecting and leading meetings with customers weekly.
Our Enterprise Suite division is looking for dynamic Services Sales Executive to engage with Micro Focus clients in the Americas to provide expert, advisory and technical integration services that maximize customer ROI with Rocket products - with Services revenue 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 to build the pipeline in and drive 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.

• 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. 

• Work with management to negotiate pricing and contact terms. 

• Serve as a trusted advisor to customer business and IT leaders, aggressively shape 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. 

• Ability to adapt to the situation, 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.

• Work 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 the 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 as well as competitor's offerings.     

• Consultative solution selling and business development skills to align the client's business needs with solution.    

• Strategic planning skills on 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 .

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Annual salary range for this position is between $97,500.00 - $131,625.00 gross before taxes.

This position is eligible for commissions in accordance with the terms of the company’s plan

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!