Account Executive EMEA - milano - Akamas

    Akamas
    Akamas milano

    2 giorni fa

    Descrizione

    We're redefining cloud and Kubernetes resource optimization with AI. Join us

    Akamas is a software platform that reshapes IT performance optimization through AI, automation, and the domain expertise we've developed by working with some of the most demanding enterprise customers across the world, achieving unprecedented levels of performance, efficiency, and cost savings.

    About the role

    We're looking for an Account Executive EMEA to drive net-new enterprise business across the region, engaging senior technology and business leaders to solve complex cloud optimization challenges.

    This role focuses on strategic, value-led sales into large organizations, navigating long sales cycles, multiple decision-makers, and high-impact outcomes. You will act as a trusted advisor to CTOs, VPs, and Directors across Engineering, Platform, SRE, and FinOps functions.

    You will work closely with Solutions Engineering, Channel, Marketing, and Leadership to shape opportunities, drive executive alignment, and close high-value enterprise deals.

    This role reports to the EVP Strategy & Field Operations.

    What you'll do

    Strategic Enterprise Selling

    • Own and execute an enterprise GTM strategy across a defined EMEA territory
    • Engage CTOs, VPs, Directors, and senior architects to align Akamas' value with strategic priorities around cost efficiency, reliability, and performance
    • Position Akamas as a strategic optimization platform, not a point solution

    Value Creation & Executive Alignment

    • Lead Value Discovery at both technical and executive levels, connecting platform inefficiencies to financial, operational, and risk outcomes
    • Orchestrate Value Demonstration with Solutions Engineers, translating technical optimization results into clear ROI narratives for senior stakeholders
    • Align on Value Delivery and success criteria, ensuring executive buy-in on scope, outcomes, and measurable results

    Pipeline Generation & Executive Deal Management

    • Build and manage a high-quality enterprise pipeline through disciplined outbound, inbound, and partner-sourced motions
    • Lead rigorous Opportunity Assessment, qualifying initiatives based on business impact, urgency, and executive sponsorship
    • Drive accurate forecasting and structured deal progression across complex, multi-stage sales cycles
    • Cross-Functional Leadership
    • Partner with Solutions Engineering to run executive-level workshops, technical deep dives, and validation initiatives
    • Collaborate with Channel and Marketing teams on strategic accounts, joint GTM initiatives, and executive events
    • Act as a bridge between enterprise customers and Akamas leadership, feeding strategic insights into Product and GTM strategy

    Operational Excellence

    • Run disciplined enterprise sales cycles using MEDDICC/SPICED, with strong focus on decision criteria, economic buyers, and risk mitigation
    • Maintain high standards for CRM hygiene, forecast accuracy, and deal reviews
    • Continuously refine enterprise messaging, executive objection handling, and value frameworks

    What we're looking for

    • 5-10 years of experience as a quota-carrying Account Executive with min. 5+ years selling enterprise SaaS solutions
    • Proven success selling into CTO, VP, and Director-level stakeholders in complex organizations
    • Strong experience with value-based, multi-stakeholder sales methodologies (MEDDIC / SPICED)
    • Demonstrated ability to run long, strategic sales cycles with multiple decision-makers
    • Strong outbound mindset with a history of creating and advancing enterprise opportunities
    • Experience selling cloud, DevOps, Platform, or infrastructure-related solutions
    • Working knowledge of Kubernetes, cloud platforms, and modern application architectures is highly desirable

    Why Akamas

    Join Our Team and Make a Real Impact: Last year, we secured a $10 million investment from United Ventures, a leading venture capital firm investing in high-growth technology companies. This funding fuels our next stage of innovation and global expansion. We're on the lookout for dynamic individuals who want to make a significant impact from day one and be part of a rapidly scaling tech company.

    Tech Your Way: Choose your weapon in the tech battle Whether you're team Mac or team Windows, we believe in equipping you with the tools that spark joy. After all, the only thing better than coding your next big idea is doing it on a laptop that suits your style

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