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

Role Summary

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.

Key Responsibilities

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.

What We’re Looking For — Your Profile

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 software sales).
• Worked with regulated industries (e.g., finance, healthcare, energy) — familiarity with compliance, governance, and enterprise procurement cycles.
• Understanding of open-source licensing, multi-cloud architecture trade-offs, and hybrid-cloud data strategies.

What NStarX Offers

• A seat at the leadership table: you’ll own strategic accounts and shape long-term business direction.
• Opportunity to work across bleeding-edge Data + AI + Cloud platforms, and to define solutions beyond “lift-and-shift” — true digital transformation.
• Lean, high-performing, deeply technical yet business-savvy team culture — combining startup agility with enterprise discipline.
• Competitive compensation (base + commission / bonus tied to quota attainment) and equity participation, aligned with growth and success.
• Flexibility — remote-friendly with occasional travel to customer sites or partner offices.

If you are a seasoned enterprise account leader with a passion for Data & AI, enjoy building deep multi-stakeholder relationships, and want to work in a high-velocity, high-growth environment — we want to talk to you.

Apply today to join NStarX and help shape the future of Data-centric enterprise transformation