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

Company DescriptionAbout MirantisMirantis is the Kubernetes-native AI infrastructure company, enabling organizations to build and operate scalable, secure, and sovereign infrastructure for modern AI, machine learning, and data-intensive applications. By combining open source innovation with deep expertise in Kubernetes orchestration, Mirantis empowers platform engineering teams to deliver composable, production-ready developer platforms across any environment—on-premises, in the cloud, at the edge, or in sovereign data centers. As enterprises navigate the growing complexity of AI-driven workloads, Mirantis delivers the automation, GPU orchestration, and policy-driven control needed to manage infrastructure with confidence and agility. Committed to open standards and freedom from lock-in, Mirantis ensures that customers retain full control of their infrastructure strategy.Job DescriptionJob DescriptionMirantis is seeking a seasoned, consultative Enterprise Account Executive to lead strategic account management and expansion across the East region of North America. 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 modernize 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.ResponsibilitiesOwn and execute a territory strategy for the East Region, focused on expanding Tier 1 enterprise accounts and selectively landing new strategic logosBuild and maintain strong executive relationships up to C-level across key accountsDrive 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 definitionCollaborate with Sales Engineering, Product, and Customer Success to shape solutions aligned to customer needs and roadmap evolutionDeliver against multi-year revenue growth and expansion targets within strategic accountsLead 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 accountsQualifications6+ years of enterprise sales experience, with a strong track record of exceeding quotaProven experience owning and expanding Tier 1 enterprise accounts within Southern EuropeDemonstrated success selling to C-level executives in large, complex organizationsStrong 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 pathwaysComfortable operating in fast-paced, scale-up environmentsNavigate complex technical and commercial objections, working cross-functionally to accelerate deal progressionPreferred QualificationsBachelor’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 workloadsBackground working for start-up or scale-out organisations, with experience challenging established market leadersExperience 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.Soft Skills and Team FitProven problem-solving, consultative, and relationship-building skills.Entrepreneurial drive with a passion for learning and continuous improvement.High integrity, transparency, and a collaborative mindset.Additional InformationWhy you’ll love MirantisWork with an established 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.Receive a competitive compensation package with strong benefits plan.We are a Leader for Container Management in G2 (#2 after AWS)!It is understood that Mirantis, Inc. may use automated decision-making technology (ADMT) for specific employment-related decisions. Opting out of ADMT use is requested for decisions about evaluation and review connected with the specific employment decision for the position applied for. You also have the right to appeal any decisions made by ADMT by sending your request to View email address on click.appcast.io submitting your resume, you consent to the processing and storage of your personal data in accordance with applicable data protection laws, for the purposes of considering your application for current and future job opportunities.We are a Leader for Container Management in G2 (#2 after AWS)!SummaryType: Full-timeFunction: SalesExperience level: Mid-Senior LevelIndustry: Computer Software