NA Sales Specialist - Cloud Native
NA Sales Specialist - Cloud Native
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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.
NA Sales Specialist Cloud NativeJob Description
Sales Specialists & Consultants are product services software or solution specialists that are responsible for leading pursuit in their assigned focus areas. Collaborates with and supports Account Managers and provides specialist expertise within the sales team. Drives proactive campaigns to build the pipeline uses specialized knowledge and skills to prospect qualify negotiate and close opportunities. May have named accounts allocated cover a designated geography or may be allocated to one highpotential competitive attack account.
Responsibilities:
- Develops long term sales pipeline to increase the companys market share in specialized area.
- Use specialty expertise to seek out new opportunities for customer value by expanding and enhancing existing opportunities to build the pipeline in and drive pursuit in specialty area.
- Provide support to the Account managers.
- Set direction for business development and solution replication.
- Creates and grows reference customers.
- Sell complex products or solutions to customers on a partnership basis.
- May act as a dedicated resource to a few strategic accounts.
- Services specialists may also be responsible for selling small outsourcing deals.
- For Services Consultants: Focus on growing contractual renewals for large accounts with more complexity to higher total contractvalue renewals.
- Establish a professional working and consultative relationship with the client including the C level for midtolarge accounts by developing a core understanding of the unique business needs of the client within their industry.
- Maintain and use overall crossportfolio knowledge to support account leads with integration of solutions.
- Contribute to enduring executive relationships that establish the companys consultative professionalism and promote its total solution capabilities.
- Maintains expertise on IT at all levels new applications maintenance typical budgets of the CIOs typical objectives measures metrics.
- Maintains broad market and competitor knowledge to ensure credibility with Customer Executives.
Education and Experience Required:
- University or Bachelors degree; Advanced University or MBA preferred.
- Directly related previous work experience.
- Demonstrated achievement of progressively higher quota diversity of business customer and higher level customer interface.
- Prior selling experience includes multiple diverse set of selling responsibilities.
- Viewed as expert in given field by company and customer.
- Considered a mentor of selling strategy including designing strategy.
- Typically 12 years of related sales experience.
- Project management skills required.
Knowledge and Skills:
- Is considered a master in knowledge of products solution or service offerings as well as competitors offerings to be able to sell large complex solutions.
- Experience of Cloud Native Technologies Open Source Containers/Kubernetes/Edge Computing
- Know strengths and weaknesses of key competitors in account and how to leverage this knowledge in the account.
- Uses expertise specialty consultative solution selling and business development skills to align the clients business needs with solution.
- Indepth knowledge of clients business organizational structure business processes and financial structure.
- Considerable knowledge of the customers infrastructure and architecture.
- Demonstrates leadership and initiative in successfully driving services sales in accounts prospecting negotiating and closing deals.
- Demonstrates leadership and initiative in successfully driving full portfolio including hardware software and services needed for the customers requirements.
- Strategic planning on a business development level; can build an effective business case reflecting the value of an appropriate strategy.
- Balance strategic and tactical pursuits to optimize coverage and develop a predictable revenue stream.
- Uses Clevel engagement skills in collaboration with account leads to offer valueadd solutions to the client.
- Excellent project oversight skills.
- Works with the account team to build an effective account plan and strategy to drive incremental revenue in the account.
- Utilizes Siebel as an expert and accurately forecasts business.
- Successful partner engagement experience.
Works effectively with our partners to drive additional revenue. - Understand and sells high value software solutions.
- Demonstrates the ability to leverage the companys portfolio of products and services to change the playing field against our competition.
- Understands the leverage of services as part of strategic portfolio of products.
- Promotes services as part of all strategic opportunities.
- Maintain knowledge of industry trends associated solutions and key partner/ISV solutions.
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 USD and 173000 USD. 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:
Unclear Seniority
Employment Type
Full-Time
