Own and execute a territory strategy for Southern Europe, 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

6+ years of enterprise sales experience, with a strong track record of exceeding quota
Proven experience owning and expanding Tier 1 enterprise accounts within Southern Europe
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
Fluent/native French speaker (mandatory); Italian business proficiency a strong advantage
Comfortable operating in fast-paced, scale-up environments
Navigate complex technical and commercial objections, working cross-functionally to accelerate deal progression

Enterprise Account Executive – Southern Europe, Strategic Accounts

Key skills