SUSE the world’s largest independent open source company, helps customers, partners and communities be the difference in their spheres of influence. Through open collaboration and agile, enterprise-grade open source solutions, customers, partners and communities are empowered to simplify tasks, modernize environments and accelerate business innovation – ultimately reaping the benefits of measurable value and better futures. Our customer obsessed operating model means exceptional service, value, flexibility and customer choice, with no enforced lock in.
SUSE’s open, open source approach helps our customers and partners move their businesses forward, transforming IT, delivering increased agility and faster innovation.
Objective of the role
Responsible for 25 Enterprise Accounts consisting of both current customers as well as target new accounts.Sell the complete SUSE portfolio of solutions to meet customer’s IT and business requirements.Manage customer’s expectations and understand competitive landscape to position and upsell SUSE solutions. Demonstrate the highest levels of integrity, the right intent and capabilities to achieve results. Forecast accurately, use all sales tools and processes optimally to maximize deal value and customer satisfaction. Make and exceed quota by positioning core products and services while upselling new and emerging technologies year over year.
Successful Account Executives at SUSE:
Be responsible for generating net new business within new customers and growing relationships with existing accounts; be positioned at all levels of an organization, including C-level executives.
Lead, drive and manage opportunities and complex sales cycle from prospecting to closing.
Consistent, repeatable achievement of revenue targets through rigorous sales discipline; pipeline and forecast management.
Develop an understanding of customer business and solution requirements.
Thoroughly understand the value of SUSE's capabilities and positioning in the market and have a good understanding of competitive products and solutions.
Clearly articulate and align SUSE solutions to meet customer needs and challenges to accomplish business initiatives.
Sell the complete portfolio of SUSE’s solutions; products, consulting services, support, etc.
Show leadership among entire account team. Direct clear opportunity ownership and support while defining a path to achieve customer and solution success.
Work collaboratively with technology specialists, solutions architects, overlay structures, inside sales representatives and technology partners.
Develop and manage account plans detailing critical insights and new business opportunities aligned to customer priorities and SUSE solutions for each key account.
Leverage enablement tools for continuous self-learning and development.
University degree in a business-related discipline
Minimum 5 years of professional experience, preferably in IT / Data Center sales
Demonstrates experience & success in selling the new business to top accounts and their respective initiatives/projects at the senior executive level
Brings a solid understanding of the Open Source, Software Defined Infrastructure or Cloud market and related customer needs
Experienced in selling in teams across organizational and regional boundaries
Excellent relationship building skills – truly engages with contacts (including the recruiter/sourcer) and knows how to tell a compelling story
In-depth and comprehensive knowledge of open source sales methodologies
Fluent written and verbal communication in English
Willingness to travel and flexibility in working hours required
SUSE, the world’s largest independent open source software company, powers digital transformation with true open source technologies for the enterprise that simplify, modernize and accelerate traditional, cloud and edge solutions. SUSE collaborates with partners, communities and customers to deliver and support solutions that enable mission-critical business outcomes. SUSE’s container and cloud platforms, software-defined infrastructure, and artificial intelligence and edge computing solutions allow customers to create, deploy and manage workloads anywhere – on premises, hybrid and multi-cloud. For more information, visit www.suse.com.