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