Account Executive
Account Executive
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Job Description
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.
Account ExecutiveJob Description
Role Overview
Drive strategic growth for SUSE by managing a portfolio of key accounts within a specified territory or industry. The Account Executive is responsible for identifying and capitalising on new business opportunities deepening customer relationships and aligning SUSEs comprehensive value proposition with customer objectives. The role demands a high level of strategic thinking the ability to collaborate with crossfunctional teams and a focus on delivering highvalue solutions that enhance customer success and drive market share. Success in this role is measured by revenue growth customer satisfaction and the ability to effectively navigate largescale account dynamics.
Key Responsibilities
Establish and enhance strong relationships with key stakeholders including CXOlevel executives. Building key relationships Economic Buyer (internal customer) Technical Buyer (our liaison) Coach & Executive Buyer (Champion).
Apply consultativeselling techniques to develop a deep understanding of client goals challenges and ambitions related to mission critical workloads and innovation. Serve as a trusted advisor by aligning SUSEs offerings with client needs curating a precise mix of products services and solutions to address their challenges and deliver long term value.
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.
Proactively identify and capitalise on upselling and crossselling opportunities leveraging customer knowledge expertise on SUSEs market presence and capabilities and the competitive landscape.
Monitor market trends and competitor activities to refine sales strategies and stay competitive.
Consistently maintain CRM hygiene by updating all activity opportunities & deals regularly to manage the sales pipeline provide accurate sales forecasts and track performance.
Serve as the primary point of contact for customers managing all aspects of the sales process from initial contact through negotiation and closing of complex sales deals to handover to Customer Success for implementation and postsale support ensuring longterm value based relationships.
Partner with the SUSE ecosystem of partners to enhance and bundle solution offerings leverage their relationships with customers and extend business opportunities
Collaborate on Account Plans with your counterparts across PreSales Inside Sales Partner Ecosystem Specialist Sales teams to deliver comprehensive solutions and help drive traction.
Identify and prioritise key accounts each quarter that have a strong potential for adopting SUSE products and solutions setting clear milestones and timelines to maximise opportunities for significant market share growth.
Skills & Experience
Experience in sales and account management with a proven track record of meeting or exceeding sales targets.
Knowledge of the enterprise software industry particularly solutions such as Linux Infrastructure Hybrid Cloud Container Management Edge Artificial Intelligence and Security.
Excellent verbal and written communication skills with the ability to influence senior stakeholders presenting complex technical solutions in a clear and compelling manner.
Analytical skills to understand market trends and apply insights to sales strategies.
Strong problemsolving skills with a focus on finding innovative solutions to client challenges.
Proven ability to work crossfunctionally collaborating with internal teams and external partners.
Experience working with CRM tools (e.g. Salesforce Clari) to manage pipelines and forecast sales accurately.
Ability to apply enterprise sales methodologies particularly MEDDPICC Challenger or similar frameworks. Industry certifications in sales or IT are a plus.
Understanding of Open Source and transformation topics such as cloudnative application development and cloud migration.
US Pay Transparency Disclaimer Commission
If this role is filled in the United States of America the starting base salary is expected to be between $94000 and $172000. In addition to this base salary we offer a commission and an attractive benefits package. US benefits include a comprehensive medical plan life and disability insurance 401k Employee Assistance Programme 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
SalesWhat 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
Required Experience:
IC
Employment Type
Full-Time
