Senior Strategic Account Executive

Job not on LinkedIn

🔥 0 minutes ago

🇺🇸 United States – Remote

⏰ Full Time

🟠 Senior

🧑‍💼 Account Executive

🦅 H1B Visa Sponsor

This company has sponsored H1B visas in the past.

👻 Ghost score 17%

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Spectro Cloud

WebsiteLinkedInAll Job Openings

201 - 500 employees

Founded 2019

☁️ SaaS

🤝 B2B

🏢 Enterprise

💰 $75M Series C - Spectro Cloud on 2024-11

SaaS • B2B • Enterprise

Spectro Cloud is a company that delivers simplicity and control for organizations running Kubernetes at scale through its Palette platform. It enables businesses to deploy, manage, and scale Kubernetes clusters across edge, data center, and cloud environments while preserving flexibility to customize their infrastructure stack. Spectro Cloud targets enterprise customers and positions itself as a solution to reduce Kubernetes complexity and operational overhead for cloud-native journeys.

📋 Description

• Own the overall go-to-market strategy and revenue success of the region • Develop and execute strategic territory plans across named and target enterprise accounts • Build pipeline through direct prospecting, executive relationships, marketing programs, channel partners, technology partners, and industry relationships • Drive new-logo acquisition and identify expansion opportunities across business units and lines of business • Build relationships across infrastructure, cloud, platform engineering, virtualization, AI, DevOps, application, security, finance, and executive teams • Establish relationships with CIOs, CTOs, Chief AI Officers, infrastructure executives, platform leaders, and senior decision-makers • Develop multiple champions within strategic accounts • Create account strategies expanding the company’s footprint across divisions, geographies, teams, and use cases • Develop and execute joint account strategies with channel partners, VARs, systems integrators, cloud providers, OEMs, and technology alliances • Recruit, enable, and activate territory partners • Identify regional events, partners, communities, and customer relationships to accelerate market presence • Serve as the regional voice to Sales, Marketing, Product, and executive leadership • Sell enterprise Kubernetes management, hybrid and multi-cloud infrastructure, virtualization modernization, VMware alternatives, data center modernization, edge computing, platform engineering, GPU infrastructure, AI infrastructure, AI workload orchestration, and infrastructure economics solutions • Run discovery across technical, operational, financial, and executive stakeholders • Establish access to Economic Buyers and navigate complex buying committees, procurement processes, and technical evaluations • Connect technical capabilities to business outcomes, TCO, risk reduction, operational efficiency, and infrastructure economics • Use MEDDPICC and Mutual Action Plans to manage complex opportunities • Build executive-level business cases • Orchestrate internal resources and external partners around strategic opportunities • Drive late-stage opportunities and maintain disciplined forecasting • Build partner-generated pipeline and joint GTM strategies • Coordinate partner, customer, and company resources to accelerate opportunities

🎯 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 GTM 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 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 • Understanding of GPU infrastructure and the enterprise AI ecosystem is highly desirable • Ability to discuss infrastructure economics, TCO, 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 • Established enterprise and partner relationships within Chicago and the broader Midwest are highly desirable • Ability and willingness to travel throughout the region as required

🏖️ Benefits

• Remote work arrangement • Support from Marketing, Sales Engineering, leadership, and partner ecosystem • Opportunity to grow skills, push boundaries, and make a significant impact • Diverse, collaborative company culture • Work with innovative enterprise infrastructure and AI technologies • Travel throughout the region as required