Principal Account Executive

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 leaders (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 proven track record of consistently exceeding quota and closing complex, multi‑million dollar deals in enterprise data infrastructure, analytics software, or database solutions. Data & Analytics Domain Expertise – 2–3+ years of product sales experience in Data Analytics, Data Warehousing, Big Data platforms, Lakehouse architectures, or AI/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 (Snowflake, Databricks, Google BigQuery, Amazon Redshift, Teradata) and an exceptional ability to position technical solutions in highly competitive environments. 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. 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. 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. All employees must protect company information and IT resources in accordance with security policies and their role‑based responsibilities. Diversity, Inclusion & Equity Rocket is committed to fostering an inclusive environment where every employee can thrive. 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 provides reasonable accommodations to individuals with physical and mental disabilities. Compensation & Benefits Annual salary range: $119,000 – $160,650 (gross before taxes). Unlimited vacation time, paid holidays, and sick time. Health and wellness coverage options. 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. Leadership and skills training opportunities. #J-18808-Ljbffr Rocket Software, Inc.