About The Position
Mirantis is seeking a seasoned, consultative Enterprise Account Executive to lead strategic account management and expansion across the Southern Europe region. This role is focused on owning and growing a portfolio of Tier 1 enterprise accounts, while also driving select high-value net new logo acquisition. You will help large enterprises evolve and modernise their Kubernetes and cloud-native platforms, ensuring they are ready to support emerging AI infrastructure demands. You will operate across complex enterprise environments, engaging senior stakeholders to drive platform standardisation, cost optimisation, and infrastructure transformation—positioning Mirantis as a strategic partner for the next phase of enterprise cloud evolution. You will own the full sales cycle—from account planning and pipeline development through to deal closure and expansion—building trusted relationships at C-level and working closely with Sales Engineering and Product teams to deliver impactful outcomes. Typical engagements involve multi-year platform transformation programmes and large-scale standardisation initiatives across global organisations.
Requirements
- 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 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
- Fluent/native French speaker (mandatory); Italian business proficiency a strong advantage
- Comfortable operating in fast-paced, scale-up environments
- Navigate complex technical and commercial objections, working cross-functionally to accelerate deal progression
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, Redhat, Rancher, Rafay, and SpectroCloud.
- Experience helping enterprises modernise cloud-native platforms in preparation for AI/ML workloads
- Background working for start-up or scale-out organisations, with experience challenging established market leaders
- Experience and understanding of enterprise security, compliance, and regulatory environments in Southern Europe.
- Comfortable operating in global, remote, and hybrid environments, with a demonstrated ability to manage complex projects across multiple teams and stakeholders.
Responsibilities
- Own and execute a territory strategy for Southern Europe, 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
Benefits
- 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
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What This Job Offers
Job Type
Full-time
Career Level
Senior
