Principal Sales Engineer

Rocket Software · Tokyo

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Job Description Summary:

The Principal Sales Engineer – Vertica is a highly experienced technical leader responsible for driving technical success across complex, high-value sales opportunities for Rocket Software’s Vertica analytics platform.

This role combines deep analytical database expertise, advanced presales execution, and strategic customer engagement, partnering closely with Account Executives, Solutions Architects, and partners to deliver differentiated, high-impact solutions.

As a senior technical authority within the sales organisation, the Principal Sales Engineer leads complex solution design, proof-of-concept execution, and competitive positioning, while influencing deal strategy and customer outcomes. The role requires the ability to operate independently across multiple strategic opportunities, translating deep technical insights into clear business value and accelerating revenue growth.

Key Responsibilities:

Technical Sales Leadership

Act as the technical lead on complex and strategic sales opportunities, partnering with Account Executives to shape and close deals
Influence deal strategy, technical win themes, and competitive positioning
Engage confidently with both senior technical stakeholders and business decision-makers
Drive alignment between customer requirements and Vertica’s value proposition

Solution Design & Technical Validation

Design and deliver high-impact technical presentations, demonstrations, and solution architectures
Own the technical qualification and validation process across opportunities
Provide guidance on architecture design, scalability, and performance considerations
Lead technical deep dives, workshops, and whiteboarding sessions with customers

Proof of Concept & Benchmark Execution

Lead the design, execution, and optimisation of POCs and performance benchmarks under tight timelines
Build realistic data models, workloads, and evaluation frameworks aligned to customer environments
Translate query performance, compression, and throughput metrics into compelling business outcomes
Clearly articulate Vertica’s differentiation versus competing solutions

Data Architecture & Modern Data Stack Integration

Engage deeply in customer discussions around data platforms, analytics architecture, and modernization initiatives
Position Vertica within modern ecosystems, including:
- Ingestion: Kafka, Spark
- Storage: S3, HDFS
- Consumption: Tableau, Power BI, Looker
Advise on data modelling, ETL/ELT pipelines, governance, and data quality practices

Hands-on Technical Execution

Write and optimise complex analytical SQL queries for large-scale workloads
Develop scripts (Python, shell) to support automation, benchmarking, and demo setup
Configure and deploy Vertica environments across on-premises, hybrid, and cloud platforms
Troubleshoot performance bottlenecks and optimise query execution

Partner & Ecosystem Collaboration

Collaborate with cloud providers (AWS, Azure, GCP), GSIs, and VARs to deliver joint solutions
Support co-sell motions and partner-led opportunities
Contribute to partner enablement and technical alignment

Mentorship & Team Contribution

Provide guidance and mentorship to Sales Engineers, supporting skill development and best practices
Share reusable assets, tools, and learnings across the Sales Engineering community
Contribute to continuous improvement of technical sales processes and methodologies

Experience and Qualifications:

Core Experience

8–12+ years of experience in sales engineering, presales, or technical consulting roles
Proven track record as a technical lead on complex, enterprise sales cycles
Strong experience with analytical database platforms (columnar, MPP, OLAP), such as:
- Vertica, Teradata, Greenplum, ClickHouse, or equivalent

Analytical Database & Performance Expertise

Deep expertise in analytical database architectures, query optimisation, and workload management
Demonstrated success designing and executing POCs and performance benchmarks
Ability to translate technical results into business-impact narratives

Data Architecture & Integration Knowledge

Strong understanding of modern data stack components, including:
- Data ingestion frameworks (Kafka, Spark)
- Storage layers (S3, HDFS)
- BI and visualisation tools (Tableau, Looker, Power BI)
Ability to position Vertica within complex enterprise data ecosystems

SQL, Scripting & Technical Skills

Advanced proficiency in ANSI SQL and analytical query optimisation
Experience with SQL dialects such as PL/SQL, T-SQL
Practical experience using Python or shell scripting for automation and data processing

Data Engineering & Platform Expertise

Strong knowledge of:
- Data warehousing and Data Lake analytics
- Data modelling and schema design
- ETL/ELT pipeline development
- Data governance and data quality practices
Experience working with cloud and hybrid infrastructures (AWS, Azure, GCP)

Emerging Technologies

Working knowledge of:
- AI/ML integrations in data platforms
- Data wrangling techniques
- Model Context Protocol (MCP) and modern data workflows

Customer Engagement & Communication

Strong presentation, storytelling, and consultative selling skills
Ability to engage and influence both technical and business stakeholders
Proven ability to manage technical objections and drive customer confidence

Collaboration & Execution

Proven ability to work cross-functionally with Sales, Solutions Architects, Product, and Engineering teams
Experience supporting partner ecosystems (GSIs, VARs, infrastructure vendors)
Ability to manage multiple concurrent, high-priority opportunities

Key Competencies

Advanced problem-solving and analytical thinking
Leadership through influence and technical credibility
Strong customer focus and business acumen
Ability to operate independently in complex, fast-paced sales environments
Continuous learning mindset and adaptability

Information Security

Information security is everyone’s responsibility. A fundamental principle of information security at Rocket Software is that all individuals are responsible for the security and protection of company information and IT resources according to their role.

Diversity, Inclusion & Equity

At Rocket Software, we are committed to an inclusive workplace environment where every employee can thrive by bringing their full selves to work.

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.

At Rocket Software, we believe AI is a critical enabler of innovation and productivity. All Rocketeers are expected to actively leverage AI-powered tools and technologies, where appropriate, to enhance efficiency, improve decision-making, and deliver greater impact in their roles. Embracing continuous learning and the responsible use of AI is an essential part of how we work.

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

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.

If you like wild growth and working with happy, enthusiastic over-achievers, you'll enjoy your career with us!

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