Senior Strategic Account Executive

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

📋 Description

• Take charge of the comprehensive go-to-market strategy and revenue achievements for the region.

• Create and implement strategic territory plans for both named and targeted enterprise accounts.

• Generate pipeline through direct outreach, executive relations, marketing initiatives, channel collaborations, technology partnerships, and industry connections.

• Focus on acquiring new logos and uncovering expansion opportunities across various business units and lines of business.

• Cultivate relationships across infrastructure, cloud, platform engineering, virtualization, AI, DevOps, applications, security, finance, and executive teams.

• Forge connections with CIOs, CTOs, Chief AI Officers, infrastructure executives, platform leaders, and other key decision-makers.

• Develop multiple champions within key strategic accounts.

• Create account strategies to broaden the company’s presence across divisions, geographies, teams, and use cases.

• Formulate and implement joint account strategies in collaboration with channel partners, VARs, systems integrators, cloud providers, OEMs, and technology alliances.

• Recruit, empower, and engage territory partners.

• Identify regional events, partners, communities, and customer relationships to enhance market presence.

• Represent the regional perspective to Sales, Marketing, Product, and executive leadership.

• Market enterprise Kubernetes management, hybrid and multi-cloud infrastructure, virtualization modernization, VMware alternatives, data center modernization, edge computing, platform engineering, GPU infrastructure, AI infrastructure, AI workload orchestration, and infrastructure economics solutions.

• Conduct discovery sessions with technical, operational, financial, and executive stakeholders.

• Gain access to Economic Buyers and navigate intricate buying committees, procurement processes, and technical evaluations.

• Link technical capabilities to business outcomes, TCO, risk mitigation, operational efficiency, and infrastructure economics.

• Utilize MEDDPICC and Mutual Action Plans to manage complex opportunities.

• Construct executive-level business cases.

• Coordinate internal resources and external partners around strategic opportunities.

• Propel late-stage opportunities and uphold disciplined forecasting.

• Generate partner-driven pipeline and develop joint go-to-market strategies.

• Align partner, customer, and company resources to expedite opportunities.

⛳️ Requirements

• Over 10 years of successful experience in enterprise technology sales.

• Proven track record in selling complex infrastructure technology to large enterprise organizations.

• Consistent history of achieving or surpassing sales quotas.

• Strong experience in acquiring new logos.

• Demonstrated capability to build a territory instead of merely managing an existing book of business.

• Experience in developing and executing regional go-to-market strategies.

• Solid experience working with channel partners and creating partner-generated pipelines.

• Experience in selling across various lines of business within large enterprise accounts.

• Ability to cultivate relationships from technical practitioners to C-level executives.

• Experience in selling cloud infrastructure, Kubernetes, containers, virtualization, data centers, platform engineering, GPU infrastructure, AI infrastructure, or related enterprise infrastructure technologies.

• Working knowledge of Kubernetes and the cloud-native ecosystem.

• Strong understanding of virtualization and the evolving VMware landscape.

• Familiarity with AWS, Microsoft Azure, and Google Cloud.

• Knowledge of GPU infrastructure and the enterprise AI ecosystem is highly desirable.

• Ability to discuss infrastructure economics, TCO, operational efficiency, AI economics, and business value.

• Proficient in MEDDPICC with experience managing complex enterprise buying processes.

• Excellent skills in territory planning, pipeline generation, forecasting, and opportunity management discipline.

• Established relationships within the enterprise and partner networks in Chicago and the broader Midwest are highly desirable.

• Willingness to travel throughout the region as necessary.

🏝️ Benefits

• Flexibility to work remotely.

• Support from Marketing, Sales Engineering, leadership, and partner ecosystem.

• Opportunities to enhance skills, push boundaries, and make a meaningful impact.

• A diverse and collaborative company culture.

• Engage with cutting-edge enterprise infrastructure and AI technologies.

• Travel throughout the region as required.