Senior Account Executive - West (1806-509)

Rocket Sunnyvale , CA 94085

Posted 11 months ago

Senior Account Executive - West

At Rocket, we make software that the world's biggest companies trust to run their critical infrastructure and data, as well as extend those assets to take advantage of cloud, mobile, analytics, and other future innovations. For 28 years our 1,400+ Rocketeers across five continents have delivered solutions to more than 10,000 corporate customers, government agencies and partners.

Rocket is looking for an experienced enterprise software sales professional who consistently exceeds quota selling a platform of software solutions in the Western U.S. Region. This individual has an understanding of executive selling into large companies, outstanding communication skills and brings current relationships. Proactively prospecting and leading face to face meetings every week is key.

What You'll Be Doing for Direct Sales

  • Own the full sales cycle from prospect creation, value proposition, negotiation and close.

  • Sell a portfolio of infrastructure and application software that optimizes and modernizes enterprise systems.

  • 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.

  • Meet 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.

What You'll Be Doing for Strategic Account Management

  • Research and understand each customer's industry and business, strategies and challenges.

  • Build and execute Account Business Plans that include both transactional and strategic initiatives to grow revenue over a 1-3-year time horizon.

  • 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.

  • Join local groups, boards, associations for networking. Coordinate with Marketing to support blogs and speak as a subject matter expert at events & trade shows.

Required Skills

  • Demonstrated history as a consistent top performer selling software solutions to senior executives.

  • Network of trusted relationships within the Western U.S.

  • Hunter who will proactively create and qualify new opportunities and meet customers in person every week.

  • Has the business acumen and experience to navigate large, complex customers with a portfolio product line.

  • Ideally has experience and knowledge with applications on IBM i or IBM Z mainframe.

  • 8+ years of sales experience in solution software to Global 1000 clients.

  • Experience with complex, multi-year subscription and perpetual licenses sales.

  • Ability to adapt to the situation, impeccable honesty, integrity, and ethics.

  • 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.

  • Strive to exceed expectations and able to work independently.

  • Must have valid driver's license and be able to travel by auto and plane in a multi-state territory.


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 We will make a determination on your request for reasonable accommodation on a case-by-case basis.

icon no score

See how you match
to the job

Find your dream job anywhere
with the LiveCareer app.
Mobile App Icon
Download the
LiveCareer app and find
your dream job anywhere
App Store Icon Google Play Icon

Boost your job search productivity with our
free Chrome Extension!

lc_apply_tool GET EXTENSION

Similar Jobs

Want to see jobs matched to your resume? Upload One Now! Remove
Business Sales Acquisition Account Executive


Posted 2 weeks ago

VIEW JOBS 2/4/2020 12:00:00 AM 2020-05-04T00:00 Job Summary Here's your opportunity to join a remarkable team at a company that's changing the way businesses connect to what matters most. Our Business Sales team provides cutting-edge solutions through a diverse portfolio of technology products and services that include wireless devices, mobile solutions, cloud services, Internet of Things (IoT) and software technologies. Join us in the next generation of mobility to propel businesses, connect people, and drive millions of touch-points to create a Brighter Future for All. Are you ready to change the world through 5G with us? As a Business Sales Acquisition Account Executive at Sprint you will: * Drive sales through prospecting, cold-calling and developing new business customers with 75 - 1,000 employees and may manage a small base of accounts. * Identify sales opportunities, build & manage a sales funnel, forecast, close deals, negotiate customer contracts and travel in person within your assigned territory. * Consult with clients in an assigned territory to add value by presenting Sprint Business Products and Solutions that drives revenue, reduces costs and enables growth, connectivity, and better serves customers. * Collaborate and build relationships with executives, product vendors, and customers to develop solutions that address the client's technology needs. We sum it up in three words: Collaborate. Mobilize. Accelerate. So, ask yourself are you: * Interested in building upon your successful track record in sales? * Achievement driven; enjoy competition in a culture that thrives on winning? * Experienced at partnering with customers to develop solutions that solve business challenges and adds value to the bottom line? * Outgoing with a dynamic personality that can present our products and services while building outstanding customer relationships? * Interested in accelerating your career growth and earning potential? Yes? Your new career is waiting for you. Driving is an essential function of the job. Applicants must have a valid driver's license (may not be learner's, restricted or "to and from work" license) and three consecutive years of active driving history immediately preceding the application that meets Sprint's driver standards. This information will be verified in a Motor Vehicle Report. Applicants must also successfully complete driver's safety training and otherwise comply with Sprint's Driver Safety Policy and guidelines. Many positions are eligible for a company car based upon mileage and territory. Sprint company cars are authorized for personal use. Basic Qualifications * Bachelor's degree or four years related work experience post high school * One year of sales experience acquiring new customers specifically focused on new logos/business, or completion of the Sales Associate Development Program Preferred Qualifications * College degree * One year experience selling in a business-to-business (B2B) environment * One year experience solutions/applications selling * One year negotiating and closing sales * One year experience managing a sales funnel and forecasting sales With our unlimited capacity for innovation, Sprint is changing the game. We move fast, take action and are committed to winning as a team. We create technology that enhances people's lives, connecting them to what matters most. We're turning possibilities into a Brighter Future for All – join us. Sprint is a background screening, drug screening, and E-Verify participating employer and considers qualified candidates with criminal histories consistent with applicable law. Equal Opportunity Employer/Disability/Protected Veterans. Metro Area US-CA-San Jose Sprint is an Equal Opportunity Employer and has been recognized for its commitment to diversity and creating an inclusive workplace where all employees' backgrounds, talents and contributions are valued. Sprint reviews applications for employment without regard to the applicant's race, religion, color, creed, gender/sex, gender identity, national origin, genetic information, ancestry, age, citizenship, marital status, sexual orientation, protected veteran status, disability or any other classification protected by Federal, state or local law. Sprint is a background screening, drug-free workplace. Equal Opportunity Employer/Disability/Protected Veterans If you are a qualified individual with a disability or a disabled protected veteran and need an accommodation or accessibility assistance to apply for one of our positions, you may submit a request by sending an email to or by faxing your request to 913-523-9980. "Applicants have rights under Federal Employment Laws" Family and Medical Leave Act (FMLA) Poster; Equal Employment Opportunity (EEO) Poster; Supplemental Equal Employment Opportunity (EEO) is the Law Poster; Employee Polygraph Protection Act (EPPA) Poster; Pay Transparency Notice Poster; and the Philadelphia's Fair Change Hiring Law Poster. Sprint Sunnyvale CA

Senior Account Executive - West (1806-509)