About the role
Who We Are
Spectro Cloud helps platform teams and cloud providers modernize and manage infrastructure for the AI era without adding more tools or operational complexity.
With PaletteAI, enterprises, public sector organizations, neoclouds and sovereign clouds can build, govern and operate full-stack environments across VMs, Kubernetes, edge, regulated and air-gapped locations, and AI infrastructure. PaletteAI Launchpads help teams start quickly with urgent outcomes such as VMware migration, token cost control or edge modernization, then scale into enterprise-wide lifecycle management, governance and fleet operations on the same platform.
Who We Are Seeking
We are looking for a seasoned Senior Strategic Account Executive based in the US Southeast area to own and grow a strategic Midwest territory.
This is a high-impact, new-logo-focused role for an experienced infrastructure seller who knows how to create opportunities, navigate complex enterprise organizations, develop executive relationships, and close strategic deals.
This person will be expected to own the success of their region from both a revenue and go-to-market perspective. That means building the territory, developing the right ecosystem, creating pipeline, establishing executive relationships, working closely with channel and technology partners, and helping determine how Spectro Cloud wins in the region.
We want someone who is willing to participate in their own success. You will have support from Marketing, Sales Engineering, leadership, and our partner ecosystem, but you are ultimately accountable for building and executing the plan that makes your territory successful.
The ideal candidate understands modern infrastructure and can sell across multiple lines of business—not simply into one technical team. You should be able to navigate infrastructure, cloud, platform engineering, virtualization, AI, security, application, and executive organizations while connecting Spectro Cloud's technology to measurable business outcomes.
What You Will Own
As the Senior Strategic Account Executive for the region, you will operate like the CEO of your territory.
You will:
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.
What You Will Sell
You will position Spectro Cloud's portfolio across a broad set of enterprise infrastructure and AI initiatives, including:
Enterprise Kubernetes management
Hybrid and multi-cloud infrastructure
Virtualization modernization
VMware alternatives and modernization initiatives
Data center modernization
Edge and distributed computing
Platform engineering
GPU infrastructure
AI infrastructure
AI workload orchestration
Infrastructure efficiency and economics
Tokenomics and AI inference economics
You will be expected to uncover opportunities across multiple lines of business and connect Spectro Cloud capabilities to broader enterprise transformation initiatives.
Strategic Selling
This is not a role where pipeline is simply handed to you.
Successful candidates know how to create a market within their territory and build opportunities from the ground up.
You will be expected to:
Proactively create pipeline within strategic enterprise accounts.
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 and develop multiple strong internal champions.
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.
Channel & Partner Leadership
Channel success is an important component of this role.
You will:
Build strong relationships with strategic channel partners throughout the region.
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.
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.
What You Bring
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.
Why Spectro Cloud
Enterprise infrastructure is undergoing one of its largest transformations in decades.
Kubernetes, virtualization modernization, distributed infrastructure, GPU computing, and AI are converging and changing how organizations design, deploy, and operate technology.
Spectro Cloud sits at the center of that transformation.
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.
Originally posted on Himalayas