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

Mirantis•Washington, DC

5d•Remote

About The Position

Mirantis is seeking a consultative Enterprise Account Executive to lead strategic account management and expansion across the East region of North America. The role owns a portfolio of Tier 1 enterprise accounts and pursues select high-value new-logo opportunities, helping large organizations modernize Kubernetes and cloud-native platforms for emerging AI infrastructure needs. The position involves working with senior stakeholders in complex enterprise environments to drive platform standardization, cost optimization, and infrastructure transformation. The Account Executive owns the full sales cycle, from account planning and pipeline development through negotiation, close, and expansion, and partners with Sales Engineering, Product, and Customer Success to deliver customer outcomes. Typical engagements include 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 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, including deals of $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 an East Region territory strategy focused on expanding Tier 1 enterprise accounts and selectively acquiring new strategic 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 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 with 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.
Drive engagement at regional and global levels within multinational accounts.