Strategic Account Executive

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Job Description Summary

Position Overview: Rocket Software is seeking a highly motivated and experienced Strategic Sales Executive to drive growth and expand market reach for its Enterprise Suite products across the Americas. This opportunity is ideal for dynamic sales professionals who thrive in a fast-paced, collaborative environment and excel at building strong relationships with enterprise customers, including C-Suite executives.

The successful candidate will be responsible for developing and executing effective sales strategies, fostering meaningful customer partnerships, and consistently exceeding revenue objectives. Successful candidates will possess a deep understanding of the priorities, challenges, and decision-making processes of customer executives, particularly within large enterprises. Drawing on substantial experience interacting with C-Suite leaders, the Strategic Sales Executive is adept at recognizing executive pain points, business goals, and strategic initiatives, allowing for tailored engagement and value-driven conversations that resonate at the highest organizational levels.

Position Summary

Rocket Software is seeking a highly motivated and experienced Strategic Sales Executive to drive growth and expand market reach for its Enterprise Suite products across the United States. This role is designed for dynamic sales professionals who excel in fast-paced, collaborative environments and are skilled at building strong relationships with enterprise clients, including C-Suite executives.

Core Responsibilities

The Strategic Sales Executive will be responsible for developing and executing effective sales strategies, fostering meaningful partnerships with customers, and consistently exceeding targeted revenue objectives. Success in this role requires the ability to understand the priorities, challenges, and decision-making processes of customer executives, especially those within large enterprises.

Executive Engagement

Drawing on substantial experience interacting with C-Suite leaders, the successful candidate will recognize executive pain points, business goals, and strategic initiatives. This expertise enables tailored engagement and value-driven conversations that resonate with decision-makers at the highest levels of an organization.

Strategic Deal Focus

A key emphasis of this position is to secure large strategic deals by leveraging teamwork and the strategic use of both internal and external experts to maximize outcomes.

Key Responsibilities

• Develop and implement comprehensive strategic sales plans to achieve and surpass revenue targets for Rocket Software's Enterprise Suite products within designated territories.
• Identify, qualify, and pursue new business opportunities with large enterprise clients, prioritizing both the acquisition of new logos and the expansion of relationships within existing accounts.
• Build and cultivate strong, long-term relationships with key decision-makers, influencers, and stakeholders at customer organizations, including frequent engagement with C-Suite executives.
• Leverage social media platforms to gain insights and access to key accounts and relationships.
• Comfortable with P&L's and using an ROI / Business Case led approach to secure or proactively create business opportunities.
• Conduct targeted product presentations, demonstrations, and solution workshops tailored to address customer needs and specific business challenges.
• Lead the negotiation and closing of complex, high-value deals, ensuring favorable terms and establishing long-term partnerships.
• Collaborate closely with Rocket Software's product, marketing, and technical teams, leveraging the expertise of internal subject matter experts to meet customer requirements and deliver optimal solutions.
• Work effectively as part of cross-functional teams and engage industry specialists to support sales efforts, ensuring the best resources are utilized for strategic opportunities.
• Negotiate contracts, pricing, and terms to secure profitable deals while maintaining compliance with company policies and legal standards.
• Maintain accurate sales forecasting and manage the sales pipeline using CRM tools; report regularly on progress and key performance metrics.
• Represent Rocket Software at industry events, conferences, and customer meetings to enhance brand visibility and thought leadership.

Required Qualifications

• Degree in Business, Marketing, Information Technology, or a related field; an MBA or advanced degree is considered an asset.
• Minimum of 7 years' experience in enterprise software sales, with a proven track record of consistently meeting or exceeding sales quotas.
• Demonstrated success working directly with C-Suite executives to cultivate relationships and secure very large, strategic enterprise deals.
• Proven experience in a similar strategic enterprise sales role, with a history of success selling complex software solutions to large, multi-stakeholder organizations.
• Strong understanding of enterprise IT environments, including cloud, mainframe, and hybrid infrastructure solutions.
• Exceptional communication, negotiation, and presentation skills.
• Demonstrated ability to build strategic relationships and influence at the executive level.
• Proven ability to contribute effectively within a team environment and leverage the expertise of colleagues and subject matter experts.
• Results-driven, self-starter with excellent organizational and time management skills.
• Experience with CRM platforms (such as Salesforce) and proficiency in Microsoft Office Suite.
• Ability to travel within Americas as required.

Travel Requirements

• 50% of your time in the field working at tradeshows and meeting with customers/clients

Information Security

Information security is everyone's responsibility. A fundamental principle of information security at Rocket Software is that all individuals in the organization have a responsibility for the security and protection of company information and IT Resources over which they have control, according to their role.

Diversity, Inclusion & Equity

At Rocket we are committed to an inclusive workplace environment, where every Rocketeer can thrive by bringing their full selves to work. Being a Rocketeer means you are part of our movement to continually drive inclusivity, diversity and equity in our workforce.

Annual Salary Range

The 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

• 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

Equal Opportunity Employer

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.

Accommodation

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

Background and Reference Checks

As part of our commitment to a safe and trustworthy workplace, we include background and reference checks in our hiring process.

Massachusetts Law

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.

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