Enterprise Account Executive: Strategic Accounts (West Region)

Company Description

Mirantis 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.  https://www.mirantis.com/

Job Description

Mirantis is seeking a seasoned, consultative Enterprise Account Executive to lead strategic account management and expansion across the Southern Europe region. 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 modernise 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.

Responsibilities

• Own and execute a territory strategy for West Coast 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 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 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

Qualifications

• 6+ years of enterprise sales experience, with a strong track record of exceeding quota
• Proven experience owning and expanding Tier 1 enterprise accounts 
• Demonstrated success selling to C-level executives in large, complex organisations
• Strong 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 pathways
• Comfortable operating in fast-paced, scale-up environments
• Navigate complex technical and commercial objections, working cross-functionally to accelerate deal progression

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.
• Experience helping enterprises modernise cloud-native platforms in preparation for AI/ML workloads
• Background working for start-up or scale-out organisations, with experience challenging established market le