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.

