Enterprise Account Lead

Enterprise Account Lead

Location: U.S. (Remote / Hybrid, with willingness to travel to client sites as required)
Reporting to: VP of Sales / Chief Revenue Officer
Revenue Target: $5M–$10M realized revenue annually and 3X-4X of revenue in enterprise + channel bookings

You will own and manage one of NStarX’s most strategic enterprise accounts — including direct engagement with the end-customer and all associated channel/partner relationships working through that customer. Your mission is to architect and close complex Data & AI engagements spanning cloud, open-source, and modern data ecosystems; build trusted advisory relationships; and drive the account to deliver sustainable, high-growth revenue.

You act as the central point-of-contact: combining sales acumen, technical fluency, and strategic advisory. Your success will be measured not just by closed deals, but by how deeply you embed NStarX into the customer’s long-term data/AI roadmap — and by how effectively you enable and motivate the customer’s channel partners around that vision.

Strategic Account Management & Growth

• Build and deepen relationships with key stakeholders (CIO, CTO, Head of Data, Business Unit leaders) at the enterprise account.
• Understand the customer’s long-term data/AI strategy, business priorities, and internal buying processes.
• Define a 12–24-month expansion roadmap, including upsell, cross-sell, and new business opportunities.

Channel & Partner Relationship Management

• Manage and coordinate all channel/partner relationships associated with the account (e.g., OEM, Hardware Vendors, cloud/hyperscalar partners, data-platform providers, etc.).
• Orchestrate joint engagements — including co‑selling, co‑designing, POCs, pilots, and scaling.
• Ensure alignment across partners to guarantee seamless delivery and customer satisfaction.

Complex Solution Selling & Design

• Lead the architecture and positioning of multi‑component, multi‑vendor Data/AI solutions (open source + cloud/hyperscalar + managed data platforms + integrations).
• Build compelling business cases and ROI/impact frameworks (e.g., cost savings, revenue uplift, efficiency gains).
• Oversee proposal creation, pricing strategy, and contract negotiation.

Trusted Business Advisory

• Advise customer leadership on how best to operationalize data, analytics, and AI as a strategic asset.
• Highlight best practices around architecture, governance, migration/integration, and long‑term scale.
• Serve as NStarX’s reputation ambassador — trusted, ethical, and forward‑thinking.

Execution & Delivery Oversight

• Collaborate closely with solution architects, engineers, and delivery teams to ensure commitments are met on time, on budget, and to high quality standards.
• Monitor account health, customer satisfaction, and upsell potential over time.

Forecasting & Internal Collaboration

• Maintain accurate sales forecasts, pipeline status, and account planning documentation.
• Work cross‑functionally with Marketing, Delivery, Product Strategy, and Customer Success to maximize account value and expand footprint.

Must‑Have:

• 15+ years of enterprise account management / sales experience driving $5M–$20M+ annualised revenue in enterprise accounts or portfolios.
• Proven track record selling complex data / AI / cloud infrastructure / analytics solutions (e.g., involving hyperscalers, data platforms like Databricks or Snowflake, open‑source + hybrid or multi‑cloud).
• Strong technical fluency with cloud platforms (AWS, Azure, GCP), data architectures, and ML / AI workflows — enough to engage credibly with architects, CTOs, and data leaders.
• Excellent communication and interpersonal skills with both business leaders and technical stakeholders.
• Experience managing channel or partner ecosystems — orchestration, co‑selling, partner enablement.
• Business‑minded thinking: able to craft ROI‑driven value propositions, build long‑term enterprise relationships, and act as a trusted advisor.
• Self‑starter, entrepreneurial mindset; comfortable working in a fast‑growing, agile, evolving organization.

Nice‑to‑Have:

• Prior experience in consulting or services business model (not just license‑based…