Senior Strategic Account Executive
Who you are 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 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 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 What the job involves As the Senior Strategic Account Executive for the region, you will operate like the CEO of your territory Own the overall go-to-market strategy and revenue success of your region Develop and execute a strategic territory plan 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 while identifying opportunities to expand across additional business units and lines of business Build relationships across multiple organizations within each account, including infrastructure, cloud, platform engineering, virtualization, AI, DevOps, application teams, security, finance, and executive leadership Establish relationships with CIOs, CTOs, Chief AI Officers, infrastructure executives, platform leaders, and other senior decision-makers Develop multiple champions within strategic accounts rather than relying on a single point of entry Create account strategies that expand Spectro Cloud's footprint across divisions, geographies, teams, and use cases Work closely with channel partners, VARs, systems integrators, cloud providers, OEMs, and technology alliances to develop and execute joint account strategies Recruit, enable, and activate the right partners within the territory Build joint pipeline with channel partners rather than treating the channel solely as a fulfillment mechanism Identify strategic regional events, partners, communities, and customer relationships that can help accelerate Spectro Cloud's market presence Serve as the voice of the region back to Sales, Marketing, Product, and executive leadership Position Spectro Cloud's portfolio across enterprise infrastructure and AI initiatives, including enterprise Kubernetes management, hybrid and multi-cloud infrastructure, virtualization and data center modernization, edge and distributed computing, platform engineering, GPU and AI infrastructure, workload orchestration, infrastructure efficiency, and AI inference economics Uncover opportunities across multiple lines of business and connect Spectro Cloud capabilities to broader enterprise transformation initiatives Proactively create pipeline within strategic enterprise accounts and maintain strong pipeline coverage for current and future quarters Develop executive relationships early in the sales process; run effective discovery across technical, operational, financial, and executive stakeholders; identify multiple internal champions; and establish access to the Economic Buyer Develop relationships across multiple buying centers and lines of business; navigate complex enterprise buying committees, procurement processes, and technical evaluations Connect technical capabilities to measurable business outcomes, TCO, risk reduction, operational efficiency, and infrastructure economics Use MEDDPICC and Mutual Action Plans to maintain control of complex opportunities Build compelling 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 demonstrate complete command of your business Build strong relationships with strategic channel partners throughout the region and identify partners that can open doors into targeted enterprise accounts Develop joint GTM strategies and account plans with key partners; create and manage partner-generated pipeline; and work with VARs, systems integrators, cloud providers, OEMs, and technology partners Help partners understand how Spectro Cloud fits into infrastructure modernization, Kubernetes, virtualization, GPU, and AI initiatives Coordinate partner, customer, and Spectro Cloud resources to accelerate strategic opportunities Hold partners accountable while making Spectro Cloud a company they want to bring into their most important accounts If you want to own a strategic market, build meaningful executive and partner relationships, and sell technology addressing some of the most important infrastructure and AI challenges facing enterprises today, we'd like to hear from you