Principal Account Executive
Location
North Carolina
Posted
2 days ago
Salary
$119K - $160.7K / year
Seniority
Lead
Job Description
Principal Account Executive
Rocket Software
• 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 leadership (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
Job Requirements
- 10+ years of enterprise software sales experience with a demonstrated track record of consistently exceeding quota
- Proven success closing complex, multi-million dollar deals in enterprise data infrastructure, analytics software, or database solutions
- Experience managing and expanding strategic enterprise accounts / Global 1000 customers
- 2–3+ years of product sales experience in one or more of the following areas: Data Analytics, Data Warehousing, Big Data platforms, Lakehouse architectures, AI/ML-driven data solutions
- Strong understanding of data modernization, analytics ecosystems, and AI-driven transformation initiatives
- In-depth familiarity with analytics and database ecosystem (Snowflake, Databricks, Google BigQuery, Amazon Redshift, Teradata)
- 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
- Deep expertise in Salesforce forecasting, pipeline management, and deal inspection discipline
- Fluency in Spanish
Benefits
- 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
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