Senior Account Executive

Essential Duties and Responsibilities: 

• Sell a portfolio of infrastructure and application software that optimizes andmodernizes enterprise core systems deployed on mainframe, IBM-i, and Cloud.

• 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 for the mainframe, IBM-i, and hybrid cloud modernization projects.

• Demonstrate breadth and depth of knowledge in core platforms such as mainframe & IBM-i to 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 with core invesments on mainframe, IBM-i and hybrid cloud. 

• 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. 

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

 Preferred Qualifications: 

• Demonstrated history as a consistent top performer selling software solutions to senior executives with quotas in excess of 2M, selling large transactions. 

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

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

• Network of trusted relationships within designated region 

Education: