Principal Account Executive, BNK (BIG-IP Next for Kubernetes)

The Principal Account Executive, BNK, is a quota-carrying, hunter-focused role responsible for driving new logo acquisition and expansion across these strategic accounts. Partnering completely in lockstep with a Solutions Architect, you will sell complex, high-value AI infrastructure solutions to senior technology leaders (CTOs, VP of Infrastructure), building long-term partnerships that drive growth. What You’ll Do • Own the Strategic AI Territory: Drive new logo acquisition and expansion within a targeted portfolio of Neoclouds, AI-Native Platforms, Sovereign AI clouds, and Hyperscalers. • Lead the Sales Team: Partner seamlessly with a BNK Solutions Architect to build and execute strategic account plans, operating as a unified commercial and technical front. • Engage the C-Suite: Pitch directly to CIOs, CTOs, Chief Architects, and Cloud Infrastructure leaders, focusing on critical business drivers like "Time-to-Compute," "Energy Margin Defense," and "Sovereign AI Isolation." • Position BNK at the AI Edge: Position BNK as the critical North-South infrastructure layer for Kubernetes, optimizing GPU utilization and delivering security on NVIDIA BlueField DPUs. • Drive ROI-Based Sales Cycles: Develop comprehensive business cases that quantify the value of host CPU reclamation, thermal smoothing, and rapid deployment velocity. • Manage Complex Deal Execution: Lead multi-stakeholder sales cycles, contract negotiations, and massive multi-year capacity agreements. • Forecast & Pipeline Rigor: Maintain accurate forecasting, pipeline management, and CRM discipline to ensure 3-4x qualified pipeline coverage. Required Qualifications • 10+ years of successful enterprise technology sales experience, specifically targeting Hyperscalers, Cloud Providers, or major AI/Infrastructure platforms. • Proven track record of exceeding quota, winning new business, and managing six- and seven-figure enterprise agreements. • Deep experience selling complex software, cloud, bare-metal infrastructure, networking, or platform engineering solutions. • Strong understanding of the AI ecosystem, cloud-native architectures (Kubernetes), and high-performance networking economics. • Proven ability to thrive in a high-growth, hyper-competitive emerging technology landscape.