Enterprise Account Executive: Strategic Accounts - Remote (East Region)

Mirantis•Washington, DC

6d•Remote

About The Position

Mirantis is seeking a seasoned, consultative Enterprise Account Executive to lead strategic account management and expansion across the East region of North America. The role owns and grows a portfolio of Tier 1 enterprise accounts while pursuing selected high-value new-logo opportunities. The successful candidate will help large enterprises modernize Kubernetes and cloud-native platforms to support emerging AI infrastructure needs, engaging senior stakeholders on platform standardization, cost optimization, and infrastructure transformation. The position owns the full sales cycle, from account planning and pipeline development through deal closure and expansion. It requires building trusted C-level relationships and partnering with Sales Engineering, Product, and Customer Success. Engagements typically involve multi-year platform transformation programs and large-scale standardization initiatives across global organizations.

Requirements

At least 6 years of enterprise sales experience, with a strong track record of exceeding quota.
Proven experience owning and expanding Tier 1 enterprise accounts within Southern Europe.
Demonstrated success selling to C-level executives in large, complex organizations.
Strong background selling cloud, Kubernetes, or infrastructure platforms, such as OpenStack, VMware, Kubernetes, or public cloud.
Experience closing large, complex, multi-year deals in complex organizations, such as $500,000–$2 million or more in ARR or equivalent.
Ability to build and execute strategic account plans with clear expansion pathways.
Comfort operating in fast-paced, scale-up environments.
Ability to navigate complex technical and commercial objections and work cross-functionally to accelerate deal progression.
Proven problem-solving, consultative, and relationship-building skills.
Entrepreneurial drive and a passion for learning and continuous improvement.
High integrity, transparency, and a collaborative mindset.

Nice To Haves

Bachelor’s or Master’s degree in Computer Science, Engineering, or a related technical field.
Experience selling technology products and solutions such as AWS, Microsoft Azure, Google Cloud Platform, VMware, Red Hat, Rancher, Rafay, or SpectroCloud.
Experience helping enterprises modernize cloud-native platforms in preparation for AI/ML workloads.
Background working for start-up or scale-out organizations, with experience challenging established market leaders.
Experience and understanding of enterprise security, compliance, and regulatory environments in Southern Europe.
Comfort operating in global, remote, and hybrid environments, with demonstrated ability to manage complex projects across multiple teams and stakeholders.

Responsibilities

Own and execute a territory strategy for the East Region, expanding Tier 1 enterprise accounts and selectively acquiring strategic new logos.
Build and maintain executive relationships, including with C-level stakeholders across key accounts.
Drive account expansion through platform modernization, consolidation, cost optimization, and displacement of legacy platforms such as VMware.
Position Mirantis as a partner in preparing enterprise platforms for future AI infrastructure requirements.
Develop and execute multi-year account plans aligned with customer transformation programs.
Identify, shape, and convert strategic opportunities within existing accounts and priority verticals, including financial services, telecommunications, and large enterprises.
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 with customer needs and product roadmap evolution.
Deliver against multi-year revenue growth and expansion targets within strategic accounts.
Lead negotiations of commercial terms and contracts with key decision-makers.
Drive engagement at regional and global levels within multinational accounts.