At Articul8 AI, we are looking for an experienced Hyperscalers and Technology (HAT) Accounts Lead. This business leadership role is critical for developing and executing strategies for our Generative AI (GenAI) products and services. You will work closely with cross-functional teams to drive customer adoption, revenue growth, and market expansion.

What You'll Do

Collaborate with sales teams to identify, qualify opportunities, and provide technical expertise throughout the sales cycle.
Conduct product demonstrations, technical deep dives, and proof-of-concept projects to showcase platform capabilities.
Partner with customers to understand their needs and craft tailored sales enablement materials and solutions.
Create technical proposals, architecture diagrams, and value propositions that address client pain points.
Take ownership of the end-to-end sales process, from lead qualification to deal closure.
Meet or exceed commercial targets by identifying new opportunities and converting leads.
Negotiate contracts, pricing, and terms.
Proactively manage a pipeline of opportunities, leveraging CRM tools to track progress and forecast revenue.
Coordinate with internal teams to ensure closing of deals.
Serve as the primary point of contact and trusted advisor for assigned accounts.
Manage account activation, ensuring smooth onboarding, training, and initial implementation.
Lead account strategies, identifying upsell and cross-sell opportunities.
Identify and develop technical partnerships with hyperscalers (Azure, GCP, AWS) and technology partners.
Establish technical partnerships with industry associations to drive product relevance for targeted industries.
Collaborate with partners to design joint solutions, co-market offerings, and co-sell into mutual accounts.
Act as a technical liaison, ensuring seamless collaboration between Articul8 and its ecosystem partners.
Stay updated on partner technologies, providing recommendations for integration opportunities and go-to-market strategies.
Provide training and support to ensure partner evangelists are equipped to effectively position our GenAI products.
Device one-to-many scale mechanisms to accelerate customer out-reach through partners.
Gather feedback from Customers and Partners during pilot and at-scale deployments and feed that back into Product and Engineering teams.
Pitch, present and influence Enterprise C-level executives to accelerate their GenAI adoption.
Drive legal requirements completion as part of engaging with Customers and Partners (NDAs, MoUs, SoWs).
Comprehend the rapidly evolving GenAI Ethical, Security Policies and Regulatory landscape (e.g., GDPR).

What We're Looking For

Bachelor's degree in Computer Science, Engineering, Business Administration, or a related field.
10+ years of experience in customer facing technology leadership roles, in AI/hi-tech industry.
Experience with cloud computing platforms, including Azure, GCP, AWS.
Experience with technical sales enablement and Partner management.
Excellent communication, presentation, and interpersonal skills.
Ability to work effectively in a fast-paced, dynamic environment.
Strong analytical and problem-solving skills.

Nice to Have

Master’s degree in Computer Science, Engineering, Business Administration, or a related field.
GenAI knowledge of industry-specific trends and challenges.
Pricing expertise, especially SaaS and Enterprise software products.
Experience working on Enterprise Appliance products (such as Nvidia DGX Platform).
Experience with OEMs and Distributors.