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Mistral is a full-stack AI company providing frontier models, developer tools, applications, and compute infrastructure. The company partners with enterprises across finance, manufacturing, defense, healthcare, and the public sector to co-create customized AI systems.
As Account Executive for Enterprise GSI (Global System Integrators), you will drive Mistral's adoption through the world's largest system integrators and their enterprise customers. This is a hybrid sales role with dual motion: selling through GSIs (building partner-led pipelines and co-selling with their practices) and to GSIs (for their own internal AI transformation).
Key responsibilities include:
**Strategic Alliance Development:** Build and own executive relationships with priority GSIs—practice leads, alliance/technology partnership leads, and industry go-to-market leaders. Co-design joint go-to-market plans including practice enablement, industry propositions, reference architectures, and co-sell motions that turn GSIs into scalable pipeline engines for Mistral. Drive co-selling by qualifying and accelerating joint opportunities where GSIs bring enterprise buyer access and Mistral brings frontier AI capability.
**GSI-as-Customer:** Identify and close opportunities where GSIs adopt Mistral for their own AI products, internal platforms, or managed offerings. Convert inbound demand from GSI innovation/AI teams into structured, multi-year commercial agreements.
**Value Prop Validation & POC Orchestration:** Provide hands-on support to GSI practitioners and end-customers during Proof of Concept phases. Leverage successful POC outcomes to facilitate conversion into long-term, revenue-generating contracts and embed Mistral into GSI reference architectures and delivery playbooks.
**Deal Management & Closing:** Develop and execute strategic account and alliance plans. You are the first point of contact for all external stakeholders and responsible for managing deals and aligning all stakeholders (alliances, customer engineering, product, commercial teams at operational and C-level). Handle negotiation end-to-end covering reseller/MSP terms to bespoke enterprise contracts.
**Executive Engagement:** Cultivate and maintain strong relationships with C-level executives at GSI partners—Global Alliance leads, Industry/Service Line CEOs, CTOs, heads of AI/Data—plus end-customers they serve. Comprehend their challenges, strategic initiatives, and revenue models, positioning Mistral as integral to their AI service portfolio.
**Technical Aptitude:** Demonstrate deep understanding of Mistral's technical intricacies and articulate value proposition to GSI technical leaders and architects. Work side-by-side with implementation and customer engineering teams. Collaborate with technical teams to address partner/customer inquiries and co-build joint solutions, demos, and accelerators.
**Enablement & Feedback Loop:** Empower GSIs with knowledge, enablement materials, and certifications to sell and deliver Mistral-based solutions. Channel insights from GSI and customer conversations back to product, alliances, and leadership to drive roadmap priorities and competitive positioning.
Required qualifications: 10–15 years enterprise sales, alliances, or partner management experience with focus on Global System Integrators, consulting firms, or large MSPs (ideally selling highly complex, technical products). Proven track record closing seven-figure deals through and with GSIs, including structuring co-sell, reseller, or referral motions. Bachelor's and/or Master's degree in Business, Computer Science, Engineering, or related field. Significant work experience within AI ecosystem or related data/infrastructure field. Experience at successful fast-growing startup, ideally in deep-tech, with comfort operating in high-ambiguity, fast-evolving environments. Strong technical skills to navigate quickly evolving products and steer technical discussions with GSI architects and C-level executives.
