Own and execute a territory strategy for West Coast region, focused on expanding Tier 1 enterprise accounts and selectively landing new strategic logos
Build and maintain strong executive relationships up to C-level across key accounts
Drive account expansion through platform modernisation initiatives, including consolidation, cost optimisation, and displacement of legacy platforms (e.g. VMware)
Position Mirantis as a partner to prepare enterprise platforms for future AI infrastructure requirements.
Develop and execute multi-year account plans aligned to large-scale customer transformation programmes.
Identify, shape, and convert strategic opportunities within existing accounts and priority verticals (Financial services, telco, large enterprise)
Lead complex, multi-threaded sales cycles from discovery through negotiation and close, including commercial structuring and SOW definition
Collaborate with Sales Engineering, Product, and Customer Success to shape solutions aligned to customer needs and roadmap evolution
Deliver against multi-year revenue growth and expansion targets within strategic accounts
Lead negotiations of commercial terms and contractual agreements with key decision-makers to secure mutually beneficial outcomes.
Drive engagement at both regional and global levels within multinational accounts

6+ years of enterprise sales experience, with a strong track record of exceeding quota
Proven experience owning and expanding Tier 1 enterprise accounts
Demonstrated success selling to C-level executives in large, complex organisations
Strong background selling cloud, Kubernetes, or infrastructure platforms (e.g. OpenStack, VMware, Kubernetes, public cloud)
Experience closing large, complex, multi-year deals in complex organisations. (€500k–€2m+ ARR deals or equivalent).
Ability to build and execute strategic account plans with clear expansion pathways
Comfortable operating in fast-paced, scale-up environments
Navigate complex technical and commercial objections, working cross-functionally to accelerate deal progression

Work with an established Silicon Valley leader in the cloud infrastructure industry;
Work with exceptionally passionate, talented and engaging colleagues, helping Fortune 500 and Global 2000 customers implement next-generation cloud technologies;
Be a part of cutting-edge, open-source innovation;
Thrive in the high-energy environment of a young company where openness, collaboration, risk-taking, and continuous growth are valued;
Professional development and training;
Attend conferences and working groups;
Company outings, happy hours, hackathons, and tech talks;
Receive a competitive compensation package with a strong benefits plan.

Enterprise Account Executive – Strategic Accounts, West Region

Key skills