Enterprise Account Executive – Strategic Accounts

This is a fully remote position, open to applicants in District of Columbia, +1 more state.

📋 Description

• Take ownership of and implement a territory strategy for the East Region.

• Grow Tier 1 enterprise accounts while strategically acquiring new logos.

• Establish and nurture executive relationships up to the C-level within key accounts.

• Propel account growth through platform modernization, consolidation, cost optimization, and the replacement of legacy platforms.

• Position Mirantis as a partner for upcoming AI infrastructure needs.

• Create and execute multi-year account plans that align with customer transformation initiatives.

• Identify, shape, and convert strategic opportunities within existing accounts and priority verticals.

• Lead intricate, multi-threaded sales cycles from initial discovery through negotiation and closure.

• Define commercial frameworks and statements of work.

• Collaborate with Sales Engineering, Product, and Customer Success teams to develop customer-aligned solutions.

• Achieve multi-year revenue growth and expansion goals.

• Lead negotiations on commercial terms and contracts with key decision-makers.

• Foster engagement at both regional and global levels within multinational accounts.

⛳️ Requirements

• Minimum of 6 years of experience in enterprise sales.

• Proven history of surpassing sales quotas.

• Experience in managing and expanding Tier 1 enterprise accounts across Southern Europe.

• Demonstrated success in selling to C-level executives within large, complex organizations.

• Background in selling cloud, Kubernetes, or infrastructure platforms, including OpenStack, VMware, Kubernetes, or public cloud.

• Experience in closing large, intricate, multi-year deals, including those ranging from $500k to $2m+ ARR or equivalent.

• Ability to develop and implement strategic account plans with defined pathways for expansion.

• Capability to thrive in fast-paced, scale-up environments.

• Proficient in navigating complex technical and commercial objections and collaborating cross-functionally.

• Preferred: Bachelor’s or Master’s degree in Computer Science, Engineering, or a related technical discipline.

• Preferred experience in selling AWS, Microsoft Azure, Google Cloud Platform, VMware, Red Hat, Rancher, Rafay, or SpectroCloud.

• Experience aiding enterprises in modernizing cloud-native platforms for AI/ML workloads.

• Background in start-up or scale-out organizations, challenging established market leaders.

• Understanding of enterprise security, compliance, and regulatory environments in Southern Europe.

• Ability to work in global, remote, and hybrid settings while managing complex projects across multiple teams and stakeholders.

• Proven skills in problem-solving, consultative selling, and relationship building.

• Entrepreneurial spirit, a passion for learning, and a commitment to continuous improvement.

• High integrity, transparency, and a collaborative mindset.

🏝️ Benefits

• Competitive compensation package with a robust benefits plan.

• Option for remote work.

• Opportunity to collaborate with a recognized leader in the cloud infrastructure sector.

• Work alongside passionate, skilled colleagues and Fortune 500 and Global 2000 clients.

• Engage in cutting-edge, open-source innovation.

• A dynamic company culture that values openness, collaboration, risk-taking, and ongoing growth.