Qualifications
Required ExperienceBachelor’s degree from an accredited institution.5 to 8 years of experience in enterprise software sales or related commercial roles.Demonstrated experience in supporting or closing OEM, embedded, or platform software deals.Proven ability to manage complex sales cycles and multiple opportunities concurrently.A consistent track record of exceeding corporate objectives and sales quotas.Preferred ExperienceExperience in selling analytics, business intelligence, data platforms, or enterprise software.Familiarity with usage-based, consumption-based, or platform licensing models.Experience in an Inside or hybrid sales environment.Skills & AttributesExceptional negotiation and deal management skills.Strong analytical skills to assess market trends and customer needs.Excellent communication and interpersonal abilities.
About the job
The Account Executive - OEM is a key role responsible for driving sales and expanding OEM agreements for MicroStrategy's innovative Mosaic platform. This position complements the broader sales organization, specializing in OEM commercial transactions and collaborating with field Account Executives to structure, negotiate, and finalize OEM agreements while managing a portfolio of OEM-driven opportunities.
Success in this position will be gauged by OEM revenue generated, quality of deals closed, and the effectiveness in implementing repeatable OEM commercial models, all while adhering to a dedicated OEM quota.
Key Responsibilities
OEM Deal Execution
Identify, qualify, and secure OEM opportunities.
Assist field Account Executives as the OEM commercial expert in complex negotiations.
Develop and negotiate OEM agreements, addressing licensing terms, pricing, and usage models.
Pipeline & Revenue Management
Take ownership of an OEM-focused pipeline, managing opportunities from initial qualification to closing.
Ensure accurate forecasting and opportunity tracking using Salesforce.
Regularly achieve or surpass assigned OEM revenue targets.
Commercial Excellence
Collaborate with Sales Engineering to ensure alignment between OEM technical specifications and commercial terms.
Guarantee that OEM deals are scalable, repeatable, and consistent with MicroStrategy’s pricing and margin objectives.
Cross-Functional Collaboration
Engage closely with Product, Legal, Finance, and Sales Operations to streamline the execution of OEM deals.
Provide valuable feedback from OEM customers to enhance pricing, packaging, and go-to-market strategies.
Follow established approval processes while seeking to improve sales efficiency for OEM transactions.
About MicroStrategy Incorporated
MicroStrategy Incorporated (Nasdaq: MSTR) is a leader in transforming organizations into intelligent enterprises through data-driven innovation. We set industry trends and drive change. As pioneers in enterprise analytics and mobility software, we empower individuals to make informed decisions, revolutionizing business operations.Additionally, MicroStrategy is at the forefront of a transformative approach to treasury reserve strategy, incorporating Bitcoin as a significant asset. This bold move is redefining the financial landscape and affirming our status as a forward-thinking, innovative leader in the market. Four years after adopting the Bitcoin Standard, MicroStrategy's stock has outperformed every company in the S&P 500.Our team is the cornerstone of our success. At MicroStrategy, you will work alongside intelligent, creative professionals on dynamic projects utilizing cutting-edge technology.