Principal Sales Engineer

It's fun to work in a company where people truly BELIEVE in what they're doing!

Job Description Summary:

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 [email protected]. 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!