MinIO - Enterprise Account Executive, Public Sector (EU)
Requirements
• Public Sector Sales Expertise: 7+ years of enterprise or public-sector sales in the EU, with consistent quota attainment and average deal sizes of €250K+. • Public Sector Sales Expertise: • Procurement Fluency: Hands-on experience with public tenders and frameworks, and with working through procurement officers, technical evaluators, and budget holders. • Procurement Fluency: • Technical Acumen: Strong knowledge of storage, data infrastructure, data lakehouse, AI/ML, and HPC environments. You can engage architects and researchers and connect technical concepts to mission and policy outcomes. • Technical Acumen: • Public Sector IT Awareness: Working knowledge of the data protection and security requirements that shape European public-sector IT purchasing. • Public Sector IT Awareness: • Partner-Led Approach: Track record of building co-selling strategies with channel, SI, and alliance partners. • Partner-Led Approach: • Competitive Selling: Proven ability to displace entrenched vendors with a differentiated value proposition. • Competitive Selling: • Consultative, Challenger Mindset: You teach, tailor, and challenge customer thinking, and you shape requirements rather than just responding to them. • Consultative, Challenger Mindset: • Startup Mindset: Comfortable with ambiguity and building from the ground up in a fast-moving company. • Startup Mindset: • Network: Established relationships within UK/EU public institutions, research communities, and the partner ecosystem. • Network: • Communication: Excellent presentation, negotiation, and relationship-building skills with technical and executive stakeholders. Fluency in English and other relevant local languages is required. • Communication: • Education: BA/BS in computer science, engineering, business, or a related field; MBA preferred. • Education: • Equal Opportunity Policy (EEO) • MinIO is proud to be an equal opportunity workplace and an affirmative action employer. We review applications for employment without regard to their race, color, religion, sex, sexual orientation, gender identity, national origin, ancestry, citizenship, age, veteran status, genetic information, physical or mental disability, medical condition, marital status, or any other basis prohibited by law.
Responsibilities
• Drive Public Sector Business Development: Identify and develop opportunities across ministries, agencies, research organisations, and public institutions. Engage early, before requirements are written, to influence strategy, architecture, and budget planning. • Drive Public Sector Business Development: • Lead Technical and Vision Selling: Articulate how MinIO delivers transformational outcomes for data infrastructure, AI/ML, analytics, and HPC, not just incremental improvements. Translate technical capabilities into mission outcomes and public value. • Lead Technical and Vision Selling: • Navigate Public Procurement: Manage the full cycle from early engagement through tender, evaluation, and award. This includes EU and national procurement rules, framework agreements, and dynamic purchasing systems. Respond to RFIs, RFPs, and ITTs with Solutions Engineering, Legal, and Contracts. • Navigate Public Procurement: • Close Complex Deals: Own opportunities with longer, committee-driven sales cycles, from first contact through to award. • Close Complex Deals: • Compete and Win Against Legacy Vendors: Position cloud-native, S3-compatible object storage against traditional storage vendors by demonstrating its advantages for modern workloads. Make the case on cost, flexibility, and performance. • Compete and Win Against Legacy Vendors: • Support Security Reviews: Work with customers and internal teams to respond to security questionnaires and architecture reviews, involving Product and Legal as needed. • Support Security Reviews: • Build the Business Case: Develop ROI and total-cost-of-ownership models that speak to public-sector priorities: value for money, risk reduction, and long-term sustainability. • Build the Business Case: • Partner-First Territory Strategy: Build and run co-selling plans with resellers, system integrators, and alliance partners, including those holding public-sector frameworks, to extend coverage and reach buyers who purchase through partners. • Partner-First Territory Strategy: • Collaborate Cross-Functionally: Work with Solutions Engineering, Product, Legal, and Marketing on tailored solutions, successful POCs and pilots, and a smooth path from award to deployment. • Collaborate Cross-Functionally: • Forecast with Discipline: Maintain accurate pipeline management, realistic forecasting that reflects procurement timelines and budget cycles, and clear account plans. • Forecast with Discipline:
Apply in one click
Upload My Resume
Drop here or click to browse · Tap to choose · PDF, DOCX, DOC, RTF, TXT