Partner Alliance Manager - Silicon Providers

Partner Alliance Manager - Silicon Providers

Job Description:

Join SUSE and experience a unique, team-oriented culture that manages to combine the flat hierarchy, friendliness, and agility of a start-up with the stability of being one of the oldest and most successful pure open-source vendors in the world. 

Solutions Partners & Alliances at SUSE is focused on establishing a basis of confidence for customers to join and remain in the SUSE ecosystem of products and services by:

• Nurturing alliances, managing technical engagements, and making public current certifications for partner ISVs on key applications required by our customers
• Establishing baseline and expanded feature and function support for SUSE products with top silicon providers
• Growing SUSE routes to market and product offerings through successful partner engagements

We are looking for a person with a very strong alliances and business development background who has extensive experience working with ISVs and IHVs within the Silicon provider industry. 

Responsibilities

• Development of strategic approach and GTM solutions based on SUSE portfolio of products and services combined with key Silicon providers partners
• Management of partner ecosystems to prioritize identification/recruitment of new partners and engagements on SUSE emerging platforms
• Facilitates rationalization/prioritization of engineering, TAM, and marketing/GTM activities across Silicon Providers including HPC/AI/ML activities across AMD, ARM, NVIDIA and Intel
• Understand the current partner ecosystem and certification states and develop joint plans to meet company strategic and financial goals
• Develop partner solution and alliance strategies for broad stakeholder reviews and lead engagements to conclusion
• Identify key industry and partner leads and build strong relationships.
• Coordinate GTM and messaging opportunities both internally and with partners 
• Maintain baseline certification status for strategic partner application certifications on currently supported releases
• Execute on roadmap to drive new certifications of partner applications to preferred SUSE status
• Certification support from request to presence in SUSE and Partner catalogs including cross-functional engagements and associated deliverables
• Maintain current and recruit new partners into the SUSE One Partner Program INNOVATE specialization
• Interfaces with potential technology partners, taking the lead in technology evaluations and making recommendations regarding joint solutions with SUSE products
• Prepare and present quarterly business reviews as required

Education and Experience

• Bachelor's or Master's degree in Business Management or equivalent.
• Typically 10+ years experience.

Knowledge and Skills

• Extensive experience designing and developing business-wide operational systems and solutions
• Excellent analytical, statistics and problem solving skills.
• Extensive expertise in business tools, systems and practices and their application to business-wide issues and architecture.
• Evaluating, selecting, and creating variations of forecasting and planning methodologies to develop guidance for deploying end-to-end operational support resources and activities.
• History of innovation with examples of developing new processes and practices for end-to-end operational management.
• Excellent written and verbal communication skills; mastery in English and local language.
• Ability to effectively communicate operational account support architectures, plans, proposals, and results, and negotiate options at business unit and executive levels.
• Extensive (min 5 years, preferred 10 years) of alliance and business development   experience working with ISVs and IHVs in the Silicon providers markets
• Working familiarity with industry leading open and private IP platforms and related open communities for financial services security and operations
• Working knowledge of the SUSE portfolio of products and related ecosystems
• Experiences with open-source platforms, containerized application infrastructure, workload orchestration, and DevOPS/CI-CD workflows are a benefit
• Self-starter who is able to work with minimal supervision and a proven team player
• Ability to travel

Job:

Sales Operations

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.