Senior Strategic Account Executive, Spectro Cloud
Southeast
Integrated Kubernetes platform
Be an early applicant
Integrated Kubernetes platform
201-500 employees
Be an early applicant
201-500 employees
Company mission
To make infrastructure boundaryless for the enterprise, from data center to edge.
Role
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
Our take
Since its release in 2014, Kubernetes has seen widespread adoption as a cloud-native data center for software companies and those using clusters of tools. Spectro Cloud helps companies and organizations using Kubernetes to deploy and manage the software across all stages of a product’s life cycle.
Founded by former employees of legacy software company Cisco, Spectro Cloud was created in 2019 to offer decentralized architecture, frictionless onboarding, management, and security for application building. Its Kubernetes management platform, Palette, works end-to-end to support the product lifecycle, allowing users to build for "what they need now and in the future."
As enterprises grapple with soaring AI infrastructure costs and underutilized GPUs, the company's new platform PaletteAI, with Nvidia integration, positions the company to tackle one of the industry's most persistent pain points - efficiency. By simplifying deployment and dramatically improving GPU utilization, Spectro Cloud is carving out a compelling role as the connective layer helping organizations turn expansive AI investments into real value.
Freddie
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 4 rounds)
Nov 2024
$75m
SERIES C
Mar 2022
$40m
SERIES B
Total funding: $142.5m
Company HQ
North San Jose, San Jose, CA
Leadership
Tenry Fu
(Co-Founder & CEO)Previously a Senior Director at Cisco, CTO at CliQr Technologies, Staff Engineer at VMware Inc and Software Engineer at McAfee Inc.
Saad Malik
(Co-Founder & CTO)Previously a Director of Engineering at Cisco and a Software Engineering Manager at CliQr Technologies.
Joshi Gautam
(Co-Founder & Engineering VP)Previously a Director of Engineering at Cisco, VP of Engineering at CliQr Technologies and Engineer at Mavatar Technologies.
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