Senior Software Sales Representative

Rocket Software   •  

San Francisco, CA

Industry: Professional, Scientific & Technical Services


8 - 10 years

Posted 23 days ago

Job Description

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 26 years our 1,300+ “Rocketeers” across five continents have delivered solutions to more than 10,000 corporate customers, government agencies and partners.

Rocket is hiring for an experienced 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, is customer success focused and brings current relationships. The primary location of the position is the West U.S. region or Chicago. Travel will be 25-50%.

What You’ll Be Doing for Sales Specialization

  • Own significant parts of sales cycle from prospect identification and creation, value proposition, business case development and close
  • Work closely with the Sales team and Field Marketing Reps to develop prospects and events
  • Lead sales campaigns with the extended team of Rocket sales engineers, marketing and lab groups
  • Present Rocket solutions at conferences, tradeshows and in Webinars
  • 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 targeted Sales play and Product Sales plans in a large Geography
  • Actively use Salesforce and maintain weekly, monthly and quarterly sales forecasts
  • Conduct Workshops to BUILD PIPELINE in the Sales Territories
  • Work closely with the Sales Engineer’s and LABS to correctly position our solution in the Field
  • Be the “go-to” EXPERT in these areas:
  • Be able to help build and teach the creation of a business case proposal outlining the ROI/ROE of our solutions
  • Work with management to negotiate pricing and contact terms
    • IBM i
    • Application Modernization
    • Modern DevOps

What You’ll Be Doing for Strategic Account Management

  • Research and understand each customer’s industry and business, strategies and challenges.
  • Help Account Executives 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 US
  • 8+ years of sales experience in solution software to Global 1000 clients
  • Honesty, integrity, and ethics
  • Ability to Adapt
  • Great presenter
  • Can articulate a vision, influence others, plan and organize resources and deliver the results
  • Strong background in the IBM i platform
  • Self-motivated and action oriented
  • Strive to exceed expectations and able to work independently