Enterprise Account Executive, Public Sector – EU

This is a fully remote position, open to applicants in United Kingdom.

📋 Description

• Identify and cultivate opportunities within ministries, agencies, research organizations, and public institutions.

• Engage proactively to shape strategy, architecture, and budget planning.

• Clearly communicate MinIO's outcomes related to data infrastructure, AI/ML, analytics, and HPC.

• Convert technical capabilities into mission outcomes and public value.

• Oversee the complete public procurement process, from initial engagement to tendering, evaluation, and award.

• Respond to RFIs, RFPs, and ITTs in collaboration with Solutions Engineering, Legal, and Contracts teams.

• Manage complex opportunities from initial contact through to award.

• Position cloud-native, S3-compatible object storage against traditional storage providers.

• Assist with customer security questionnaires and architecture assessments.

• Develop ROI and total-cost-of-ownership models.

• Create and implement co-selling strategies with resellers, system integrators, and alliance partners.

• Collaborate with Solutions Engineering, Product, Legal, and Marketing on customized solutions, POCs, pilots, and deployments.

• Ensure precise pipeline management, forecasting, and account planning.

⛳️ Requirements

• Over 7 years of enterprise or public-sector sales experience in the EU, consistently achieving quotas with average deal sizes of €250K or more.

• Practical experience with public tenders and frameworks, working alongside procurement officers, technical evaluators, and budget managers.

• Comprehensive understanding of storage, data infrastructure, data lakehouse, AI/ML, and HPC environments.

• Familiarity with data protection and security requirements influencing IT purchasing in the European public sector.

• Proven experience in developing co-selling strategies with channel, system integrators, and alliance partners.

• Demonstrated ability to displace established vendors through a distinct value proposition.

• Consultative, Challenger mindset: educate, customize, challenge customer perspectives, and influence requirements.

• Ability to navigate ambiguity and build solutions from the ground up in a dynamic company environment.

• Established connections within UK/EU public institutions, research communities, and the partner ecosystem.

• Exceptional presentation, negotiation, and relationship-building skills with both technical and executive stakeholders.

• Proficiency in English and other relevant local languages is essential.

• BA/BS in computer science, engineering, business, or a related discipline.

• MBA is preferred.

🏝️ Benefits

• Competitive salary and performance-based incentives.

• Comprehensive health and wellness benefits.

• Opportunities for professional development and career advancement.

• Flexible work arrangements to support work-life balance.

• Engaging company culture that fosters innovation and collaboration.