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

Mirantis•Austin, TX

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 also pursuing select high-value new-logo opportunities. The Account Executive helps large enterprises modernize Kubernetes and cloud-native platforms and prepare them for emerging AI infrastructure demands. The role engages senior stakeholders in complex enterprise environments to advance platform standardization, cost optimization, and infrastructure transformation. It owns the full sales cycle, from account planning and pipeline development through deal closure and expansion, while building trusted C-level relationships and partnering with Sales Engineering and Product teams. Engagements commonly involve multi-year platform transformation programs and large-scale standardization initiatives across global organizations.

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 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 $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.
Ability to navigate complex technical and commercial objections and work 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, Red Hat, Rancher, Rafay, and 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.
Comfortable operating in global, remote, and hybrid environments, with demonstrated ability to manage complex projects across multiple teams and stakeholders.
Proven problem-solving, consultative, and relationship-building skills.
Entrepreneurial drive with a passion for learning and continuous improvement.
High integrity, transparency, and a collaborative mindset.

Responsibilities

Own and execute a territory strategy for the East 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 modernization initiatives, including consolidation, cost optimization, and displacement of legacy platforms such as 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 programs.
Identify, shape, and convert strategic opportunities within existing accounts and priority verticals, including financial services, telco, 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 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.