Senior Strategic Account Executive, Southeast

Spectro Cloud•Rome, North America

About The Position

Spectro Cloud is seeking a seasoned Senior Strategic Account Executive based in the US Southeast to own and grow a strategic Midwest territory. This high-impact, new-logo-focused role is for an experienced infrastructure seller who can create opportunities, navigate complex enterprise organizations, develop executive relationships, and close strategic deals. The person in this role is accountable for the region’s revenue and go-to-market success, including building the territory, developing its ecosystem, creating pipeline, establishing executive relationships, and working with channel and technology partners. The successful candidate will operate like the CEO of the territory, building and executing a strategic plan across named and target enterprise accounts. They will sell Spectro Cloud’s portfolio across enterprise Kubernetes management, hybrid and multi-cloud infrastructure, virtualization and data center modernization, edge and distributed computing, platform engineering, GPU and AI infrastructure, AI workload orchestration, and infrastructure and AI economics. The role requires connecting technical capabilities to measurable business outcomes across multiple lines of business and buying centers. The Account Executive will proactively generate and manage pipeline, develop executive relationships and multiple champions, navigate complex buying committees and evaluations, and use MEDDPICC and Mutual Action Plans to manage opportunities. They will also build joint go-to-market strategies and pipeline with channel partners, VARs, systems integrators, cloud providers, OEMs, and technology alliances, while representing regional needs to Sales, Marketing, Product, and executive leadership. Travel throughout the region is required as needed.

Requirements

10+ years of successful enterprise technology sales experience.
Proven success selling complex infrastructure technology into large enterprise organizations.
Consistent history of meeting or exceeding quota.
Strong new-logo acquisition experience.
Demonstrated ability to build a territory rather than simply manage an existing book of business.
Experience developing and executing regional go-to-market strategies.
Strong experience working with channel partners and building partner-generated pipeline.
Experience selling across multiple lines of business within large enterprise accounts.
Ability to develop relationships from technical practitioners through C-level executives.
Experience selling technologies involving cloud infrastructure, Kubernetes, containers, virtualization, data centers, platform engineering, GPU infrastructure, AI infrastructure, or adjacent enterprise infrastructure technologies.
Working knowledge of Kubernetes and the cloud-native ecosystem.
Strong understanding of virtualization and the evolving VMware landscape.
Familiarity with AWS, Microsoft Azure, and Google Cloud.
Ability to discuss infrastructure economics, total cost of ownership, operational efficiency, AI economics, and business value.
Strong MEDDPICC skills and experience managing complex enterprise buying processes.
Excellent territory planning, pipeline generation, forecasting, and opportunity management discipline.
Ability and willingness to travel throughout the region as required.

Nice To Haves

Understanding of GPU infrastructure and the enterprise AI ecosystem.
Established enterprise and partner relationships within Chicago and the broader Midwest.

Responsibilities

Own the overall go-to-market strategy and revenue success of the region.
Develop and execute a strategic territory plan across named and target enterprise accounts.
Build pipeline through direct prospecting, executive relationships, marketing programs, channel and technology partners, and industry relationships.
Drive new-logo acquisition and identify opportunities to expand into additional business units and lines of business.
Build relationships across infrastructure, cloud, platform engineering, virtualization, AI, DevOps, application, security, finance, and executive organizations.
Establish relationships with CIOs, CTOs, Chief AI Officers, infrastructure executives, platform leaders, and other senior decision-makers.
Develop multiple champions within strategic accounts and establish access to economic buyers.
Create account strategies that expand Spectro Cloud’s footprint across divisions, geographies, teams, and use cases.
Work with channel partners, VARs, systems integrators, cloud providers, OEMs, and technology alliances to develop and execute joint account strategies.
Recruit, enable, and activate regional partners; develop joint go-to-market strategies, account plans, and partner-generated pipeline.
Identify strategic regional events, partners, communities, and customer relationships that can accelerate Spectro Cloud’s market presence.
Proactively create pipeline in strategic enterprise accounts and maintain strong coverage for current and future quarters.
Run discovery across technical, operational, financial, and executive stakeholders.
Navigate complex enterprise buying committees, procurement processes, and technical evaluations.
Connect technical capabilities to business outcomes, total cost of ownership, risk reduction, operational efficiency, and infrastructure economics.
Use MEDDPICC and Mutual Action Plans to manage complex opportunities and build executive-level business cases.
Orchestrate internal Spectro Cloud resources and external partners around strategic opportunities.
Drive late-stage opportunities with urgency, accountability, and clear next steps.
Maintain disciplined forecasting and command of the business.
Serve as the voice of the region to Sales, Marketing, Product, and executive leadership.
Travel throughout the region as required.