Account Executive Enterprise, GSI

About Mistral Mistral provides full-stack AI solutions: from frontier models to developer tools, applications, and compute. We partner with enterprises tackling the hardest problems—across high-stakes industries like finance, manufacturing, defense, healthcare, and the public sector—co-creating customized AI systems that they can run on their terms.

We are a dynamic, collaborative team passionate about AI and its potential to transform society. Our diverse workforce thrives in competitive environments and is committed to driving innovation. Our teams are distributed between Europe, North America, Asia and the Middle East. We are creative, low-ego and team-spirited.

As our Account Executive, Enterprise GSI, you will be instrumental in shaping Mistral's adoption through the world's largest Global System Integrators and the enterprise customers they transform.

You will own the GSI partner motion end-to-end: from building strategic alliances with GSI leadership to landing joint enterprise engagements, from first intro call until closing and beyond—together with our alliances, implementation specialist, tech and legal teams.

This is a hybrid sales role: you sell through GSIs (building partner-led pipelines and co-selling with their practices) and to GSIs (for their own internal AI transformation). You will be the commercial engine behind Mistral's most strategic, high-leverage channel.

What You Will Do Strategic alliance development (partner-led growth):

• Build and own executive relationships with priority GSIs—practice leads, alliance/technology partnership leads, and industry go-to-market leaders

• Co-design joint go-to-market plans: practice enablement, industry propositions, reference architectures, and co-sell motions that turn the GSI into a scalable pipeline engine for Mistral

• Drive co-selling: qualify and accelerate joint opportunities where GSIs bring access to enterprise buyers and Mistral brings frontier AI capability

GSI-as-customer (internal transformation):

• Identify and close opportunities where the GSI itself adopts Mistral for its own AI products, internal platforms, or managed offerings

• Convert inbound demand from GSI innovation/AI teams into structured, multi-year commercial agreements

Value prop validation & POC orchestration:

• Provide hands-on support to GSI practitioners and their end-customers during Proof of Concept (POC) phases, ensuring a smooth and successful evaluation process

• Leverage successful POC outcomes to facilitate conversion into long-term, revenue-generating contracts and embed Mistral into GSI reference architectures and delivery playbooks

Deal management & closing:

• Develop and execute strategic account and alliance plans to convert partnerships and leads into valued customers—you are the first point of contact for all external stakeholders and are responsible for properly managing deals and aligning all stakeholders (heavy involvement of alliances, customer engineering, product, and commercial teams, both on operational and C-level)

• Handle negotiation end-to-end, together with our legal, alliances and implementation specialist teams—covering everything from reseller/MSP terms to bespoke enterprise contracts

Executive engagement:

• Cultivate and maintain strong relationships with C-level executives at GSI partners—Global Alliance leads, Industry/Service Line CEOs, CTOs, and heads of AI/Data—plus the end-customers they serve

• Comprehend their specific challenges, strategic initiatives, and revenue models, positioning Mistral as an integral part of their AI service portfolio and competitive differentiation

Technical aptitude:

• Demonstrate a deep understanding of the technical intricacies of our product and articulate its value proposition effectively to GSI technical leaders and architects

• Work side-by-side with our implementation and customer engineering teams to ensure GSI practitioners' questions, concerns and challenges are addressed during pre-sales, deployment and post-deployment

• Collaborate with our technical teams to address any partner or customer inquiries, and to co-build joint solutions, demos, and accelerators

Enablement & feedback loop:

• Empower GSIs with the knowledge, enablement materials, and certifications required to sell and deliver Mistral-based solutions

• Channel insights from GSI and customer conversations back to product, alliances and leadership to drive roadmap priorities, partner program design, and competitive positioning

What We're Looking For

• 10–15 years experience in enterprise sales, alliances, or partner management—with a strong focus on Global System Integrators, consulting firms, or large MSPs (ideally selling a highly complex, technical product)

• Proven track record of closing seven-figure deals through and with GSIs, including structuring co-sell, reseller, or referral motions

• Excellent academics: Bachelor and/or Master Degree in Business, Computer Science, Engineering, or a related field

• Significant work experience within the AI ecosystem or a related data/infrastructure field

• Experience at a successful fast-growing startup, ideally in deep-tech; comfort operating in a high-ambiguity, fast-evolving environment

• Strong technical skills to navigate quickly evolving products and steer technical discussions with GSI architects and CTOs

• Existing network within priority GSIs (Accenture, Capgemini, Deloitte, IBM Consulting, Big 4, etc.) is a strong plus

• Excellent English & French, additional language welcome (e.g., German, Spanish, etc.)

• Outstanding negotiation, communication, and stakeholder-alignment skills

What We Offer We offer a comprehensive benefits package designed to support your well-being, growth, and work-life balance. Benefits vary by country and may include healthcare coverage, parental leave, retirement plans, relocation support, wellness programs, meal and transportation allowances, and other location-specific perks.

For the most up-to-date details on benefits available in your location, please refer to our Benefits page .

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