Mistral AI · 2 hours ago

Enterprise Account Executive, OEM, US - Palo Alto

United States

Full-time

Remote

Senior Level, Lead/Staff

10+ years exp

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Responsibilities

Identifying, qualifying, closing and expanding new business opportunities with OEMs, focusing on hardware & devices manufacturers.

Developing and executing strategic sales plans to achieve or exceed quarterly and annual revenue targets.

Best-In-Class End-to-End Deal Management: Leading effective business and technical discovery to attach our solutions to customers’ desired business outcomes

Developing strong business & technical champions in your accounts

Effectively qualifying and influencing required capabilities to enable your customers to achieve their desired outcomes and differentiate in the marketplace

Developing effective Business Cases to maximize win rates & commitments

Effectively gaining access & commitment from economic/executive buyers, developing and maintaining strong relationships with themDesigning and negotiating strategic deals

Market Intelligence: Demonstrating strong ecosystem, product, verticals and use cases knowledge and insights to develop trusted relationships with your customers across levels & functions and recommending optimum deals structures

Staying up-to-date with industry trends, competitors, landscape, and customer needs to inform sales strategies and product development.

Providing regular feedback and market intelligence to the product and marketing teams.

Nurturing deep partnerships with Solution Engineering & Architecture pre & post sales to drive customer success

Collaborating closely with cross-functional teams, including product management, engineering, science and marketing, to address customer needs and drive successful distribution at scale.

Qualification

Find out how your skills align with this job's requirements. If anything seems off, you can easily click on the tags to select or unselect skills to reflect your actual expertise.

Selling technology solutionsOEMsValue-based sellingAI ecosystem experienceDeep-tech startup experienceCustomer-centricityContinuous learner

Required

10+ years experience selling technology & software solutions to Original Equipment Manufacturers including embedded solutions globally

Strong value based selling skills (Force Management & MEDDPICC trained preferred)

Work experience within AI ecosystem or related data/infrastructure field important: Broad understanding of the main techniques to bring LLMs to the edge, including distillation and quantization a plus

Experience at an early & successful fast growing startup, ideally in deep-tech

Outstanding communication skills & executive presence