Senior Strategic Account Executive

Spectro Cloud

. Own the overall go-to-market strategy and revenue success of the region .

Posted 10/23/2026full-timeRemote • United StatesSeniorWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in developing and executing go-to-market strategies for enterprise technology sales, with a strong focus on building relationships across C-level executives and technical teams. Proficient in managing complex sales processes and driving new-logo acquisition while leveraging partnerships and channel strategies.

Highest-signal resume keywords

Enterprise Technology Sales ExperienceGo-To-Market Strategy DevelopmentNew-Logo AcquisitionKubernetes and Cloud Infrastructure SalesMEDDPICC Skills

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Complex Infrastructure Technology SalesTerritory PlanningPipeline GenerationForecastingOpportunity ManagementVirtualization ModernizationAI InfrastructureData Center ModernizationGPU InfrastructureInfrastructure Economics

Soft Skills

Relationship BuildingExecutive CommunicationStrategic ThinkingNegotiationCollaboration

Tools & Technologies

AWSMicrosoft AzureGoogle CloudKubernetesContainersVirtualization TechnologiesAI Workload OrchestrationCloud-Native EcosystemEconomic Buyer NavigationMutual Action Plans

Industry Keywords

Enterprise AccountsChannel PartnersCIOsCTOsInfrastructure EconomicsOperational EfficiencyTCOExecutive LeadershipStrategic AccountsPartner-Generated Pipeline

Tech Stack

Tools & technologies

AWSAzureCloudKubernetesVMware

About the role

Key responsibilities & impact

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

What you’ll need

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

Comp & perks

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