[Hiring] Senior Account Executive @Mirantis

Role Description

Mirantis is seeking a seasoned and consultative Senior Account Executive to lead new customer acquisition and strategic expansion across the EMEA. Join us at the forefront of the rapidly evolving AI infrastructure space, where Mirantis empowers both NeoClouds and enterprise organizations to accelerate their strategic missions to adopt, deploy, and scale AI-powered solutions.

In this role, you’ll own the full sales cycle—from pipeline development to deal closure—navigating complex, multi-stakeholder engagements and building relationships with C-suite executives. You’ll work in close partnership with Sales Engineering to develop persuasive business cases that accelerate interest and adoption of Mirantis’ advanced AI platform.

Responsibilities

• Develop and execute a strategic sales plan for your assigned territory, targeting high-potential accounts to consistently achieve pipeline growth and revenue goals.
• Implement tailored sales approaches to capture opportunities within the AI Infrastructure market, helping clients optimize their GPU investments for maximum return.
• Engage directly with customers to deeply understand their AI/ML requirements, relaying valuable insights to influence Mirantis’ product roadmap and ensure solutions align with evolving client needs.
• Become a trusted expert in AI Infrastructure, providing strategic insights and consulting to customers and partners that highlight the transformational value of Mirantis’ AI Infrastructure solutions.
• Conduct comprehensive discovery sessions to uncover complex business challenges and design tailored AI Infrastructure architectures that deliver impactful solutions.
• Navigate and manage intricate sales cycles from initial engagement through negotiation and closure, including drafting detailed Statements of Work (SOWs) for AI Infrastructure deployments.
• Lead negotiations of commercial terms and contractual agreements with key decision-makers to secure mutually beneficial outcomes.

Qualifications

• 6+ years of closing experience in Sales with a track record as a top performer.
• Ability to learn, pitch, and demonstrate a highly technical product, and have the ability to adapt in a fast-growing and changing environment.
• Background and proven experience selling technical SaaS and cloud-based software solutions, especially infrastructure management solutions such as OpenStack, VMWare, and Kubernetes.
• Experience building relationships and selling face-to-face to C-level executives.
• Have clear examples of closing complex deals and selling into complex organizations.
• Effectively use repeatable methods for uncovering and executing on greenfield opportunities.
• Address technical objections and collaborate with internal teams to develop strategies that address customer challenges and accelerate deal success.

Preferred Qualifications

• 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.
• Background and proven experience in selling products focused on AI Infrastructure, training, tuning, and/or inference.
• Proven experience with enterprise-grade security, compliance, and regulatory frameworks.
• Comfortable operating in global, remote, and hybrid environments, with a demonstrated ability to manage complex projects across multiple teams and stakeholders.

Soft Skills and Team Fit

• 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.

Benefits

• Work with an established Silicon Valley leader in the cloud infrastructure industry.
• Work with exceptionally passionate, talented and engaging colleagues, helping Fortune 500 and Global 2000 customers implement next-generation cloud technologies.
• Be a part of cutting-edge, open-source innovation.
• Thrive in the high-energy environment of a young company where openness, collaboration, risk-taking, and continuous growth are valued.
• 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.