SlipstreamJobs tracks this role from the company's public career site. Apply directly on the employer's site.
MinIO is seeking a technical, entrepreneurial Enterprise Account Executive to lead growth in the public sector across the EU. You will sell cloud-native, S3-compatible object storage to national and regional governments, research institutions, HPC centres, universities, healthcare bodies, defence and security agencies, and EU institutions. You will own complex, multi-stakeholder deals of €250K+ and combine technical depth in storage, data lakes, AI/ML, and HPC with deep understanding of how the public sector buys.
Key responsibilities include:
• Identify and develop opportunities across ministries, agencies, research organisations, and public institutions, engaging early to influence strategy and architecture before requirements are written.
• Lead technical and vision selling, articulating how MinIO delivers transformational outcomes for data infrastructure, AI/ML, analytics, and HPC. Translate technical capabilities into mission outcomes and public value.
• Navigate the full public procurement cycle from early engagement through tender, evaluation, and award, including EU and national procurement rules, framework agreements, and dynamic purchasing systems. Respond to RFIs, RFPs, and ITTs with Solutions Engineering, Legal, and Contracts support.
• Own opportunities with longer, committee-driven sales cycles from first contact through award.
• Position cloud-native, S3-compatible object storage against traditional storage vendors, demonstrating advantages for modern workloads on cost, flexibility, and performance.
• Support security reviews and architecture evaluations with customers and internal teams.
• Develop ROI and total-cost-of-ownership models aligned with public-sector priorities: value for money, risk reduction, and long-term sustainability.
• Build and run co-selling plans with resellers, system integrators, and alliance partners holding public-sector frameworks.
• Collaborate cross-functionally with Solutions Engineering, Product, Legal, and Marketing on tailored solutions, POCs, pilots, and deployment.
• Maintain accurate pipeline management and realistic forecasting reflecting procurement timelines and budget cycles.
Requirements:
• 7+ years of enterprise or public-sector sales in the EU with consistent quota attainment and average deal sizes of €250K+.
• Hands-on experience with public tenders, frameworks, and working through procurement officers, technical evaluators, and budget holders.
• Strong knowledge of storage, data infrastructure, data lakehouse, AI/ML, and HPC environments; ability to engage architects and researchers and connect technical concepts to mission and policy outcomes.
• Working knowledge of data protection and security requirements shaping European public-sector IT purchasing.
• Track record of building co-selling strategies with channel, SI, and alliance partners.
• Proven ability to displace entrenched vendors with differentiated value propositions.
• Consultative, challenger mindset; you teach, tailor, and challenge customer thinking, shaping requirements rather than responding to them.
• Comfortable with ambiguity and building from the ground up in a fast-moving company.
• Established relationships within UK/EU public institutions, research communities, and the partner ecosystem.
• Excellent presentation, negotiation, and relationship-building skills with technical and executive stakeholders. Fluency in English and other relevant local languages required.
• BA/BS in computer science, engineering, business, or related field; MBA preferred.
