Partner Executive

About Us

Always open. Our code our culture our opportunities. Leading open innovation without limits. We are SUSE.

SUSE is a global leader in innovative reliable and secure enterprise open source solutions including SUSE Linux Enterprise (SLE) Rancher and NeuVector. More than 60 of the Fortune 500 rely on SUSE to power their missioncritical workloads enabling them to innovate everywhere from the data center to the cloud to the edge and beyond. SUSE puts the open back in open source collaborating with partners and communities to give customers the agility to tackle innovation challenges today and the freedom to evolve their strategy and solutions tomorrow.

We are open in our roots and open in our approach striving to be the most trusted open innovator in the World. Openness extends beyond our technology. Our vibrant community thrives on diversity and connectivity without borders.

Job Description

Role Overview

Partner Executives serve as senior business development professionals who work closely with strategic partners to align SUSE solutions with partner objectives. Their role involves building strong relationships with partners fostering business growth and driving mutual success through creative and effective partnerships. By acting as ambassadors for SUSEs indirect sales model Partner Executives develop and execute business models with partners enhancing SUSEs presence in the market and expanding partner reach.

Key Responsibilities

• Drive pipeline development through partner ledopportunities ensuring consistent communication and coordination with Account Executives to align partner strategies with regional business plans.

• Develop and maintain joint business plans outlining shared goals budgets and strategies. Hold regular partner management meetings including weekly and quarterly reviews to ensure ongoing alignment with SUSEs sales strategy.

• Serve as a central point of contact for partnerrelated activities by building and expanding relationships with assigned strategic partners. Leverage SUSEs network to develop business models that align partner capabilities with SUSEs opensource solutions fostering a collaborative approach to drive mutual success enhance market presence and achieve joint business goals.

• Track partner contributions to business growth by measuring key performance indicators such as incremental revenue generationdeal registration certifications upsell opportunities and crosssell success. Continuously improve partner impact on SUSEs sales pipeline by setting and exceeding contribution targets.

• Maintain and develop strong relationships with key partner stakeholders including CXOlevel executives. Building key relationships Economic Buyer (internal customer) Technical Buyer (our liaison) Coach & Executive Buyer (Champion).

• Manage initiatives to recruit onboard and engage new partners that align with SUSEs growth areas identify new business opportunities and integrate partners into SUSEs broader ecosystem for longterm success.

• Motivate partners to engage in SUSE programs drive sales technical partner certifications and demand generation through developing gotomarket solutions and tailored playbooks that align with SUSEs growth strategies in areas like security edge and cloud with a focus on customer success and revenue generation.

• Take proactive ownership of your professional development by staying curious and embracing a growth mindset. Focus on driving your success advancing your skills as a Sales professional and deepening your expertise in the SUSE value proposition.

• Collaborate with Marketing to create and promote compelling partner success stories showcasing impactful business outcomes and enhancing brand visibility to support partner engagement and pipeline growth

Skills & Experience

• Experience in a partnerfacing sales role with understanding of ecosystems customer needs and channel sales strategies in key industries such as cloud services softwaredefined infrastructure and opensource solutions.

• Analytical skills to assess market trends partner performance and business opportunities using insights to refine partner strategies and maintain a competitive advantage.

• Expertise in managing customer and partner relationships from initial discussions to longterm strategic alliances with the ability to build trust and rapport with Clevel executives.

• Knowledge of the enterprise software industry particularly solutions such as Linux Infrastructure Hybrid Cloud Container Management Edge Artificial Intelligence and Security

• Ability to apply enterprise sales methodologies particularly MEDDPICC or similar frameworks. Industry certifications in sales or IT are a plus.

• Strong leadership skills with the ability to manage and coordinate crossfunctional teams across partner organisations influencing decisions and driving mutual business success.

• Experience working with CRM tools (e.g. Salesforce Clari) to manage pipelines and forecast sales accurately.

• Strong communication skills both written and verbal for articulating and translating complex technical solutions into business value propositions to partners and internal teams with the ability to guide strategic discussions with senior stakeholders.

• Problemsolving skills that focus on innovative solutions to partner challenges ensuring both SUSE and its partners achieve their business goals in changing business conditions.

• Advanced sales negotiation and dealclosing skills for highvalue complex deals involving multiple stakeholders with proven success in steering seniorlevel discussions and closing opportunities.

For US Only US Pay Transparency Disclaimer
If this role is filled in the United States of America the starting base salary is expected to be between 71000 and 130000. In addition to this base salary we offer a commission plan and an attractive benefits package. US benefits include a comprehensive medical plan life and disability insurance 401k Employee Assistance Program and generous paid time off and leave policies.

Actual compensation will be determined by factors such as experience skills geographical location internal equity and budget. Please note that this salary information is applicable to the US only.

Job

What We Offer

We empower you to be bold driving your career to create the future you want. We celebrate and reward your achievements.

SUSE is a dynamic environment that is evolving rapidly thus requiring agility strong entrepreneurship and an open mind.

This is a compelling opportunity for the right person to join us as we continue to scale and prosper.

If youre a big thinker obsessed by and thrive in a dynamic environment in which you can tangibly create a lasting legacy then please apply now!

We give you the freedom to be yourself. You will work in a global community of unique individuals like you with different backgrounds talents skills and perspectives. A truly open community where everyone is welcome has a voice and is encouraged to reach their full potential regardless of age gender race nationality disability sexual orientation religion or any other characteristics.

Sounds like the right fit for you Click Apply to submit your resume. A recruiter will contact you if your skills match our current or any future positions. In the meantime stay updated on the latest SUSE news and job vacancies by joining our Talent Community.

SUSE Values

• Choice

• Innovation

• Trust

• Community