Account Executive New Business
Account Executive New Business
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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 mission-critical 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 Executive New BusinessJob 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 cross-functional teams and a focus on delivering high-value 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 large-scale account dynamics.
The primary responsibility of this position is Identify discover oversee and win new business for SUSE solutions with selected high profile new and emerging accounts.
The Account Executive - New Business concentrates on esteemed clients spanning various sectors who havent had extensive prior dealings and for whom Suse is not yet a key IT vendor. Cultivate strong customer relationships encompassing interactions up to CXO-level executives. Put forth SUSEs tailored solutions that expeditiously address customer concerns working alongside a multifaceted team including inside sales representatives solution architects premium support specialists partner sales experts and consulting service professionals. Collaborate harmoniously with internal stakeholders to propose SUSE solutions guiding customers toward successful digital transformations. By using MEDDPICC methodologies you will identify and successfully complete key initiatives for your client and actively share your experience in the team.
The Account Executive - New Business exceeds predetermined sales and coverage targets for designated accounts emphasizing the acquisition of novel opportunities while simultaneously enhancing existing customer connections.
Key Responsibilities
Accurately forecast sales outcomes using SUSEs established methodologies
Develop an in-depth understanding of SUSEs market presence capabilities portfolio and competitive landscape.
Align SUSE offerings with clients business challenges and needs.
Curate a precise mix of products services and solutions to effectively address client challenges.
Concentrate efforts on key accounts within the assigned market to identify upselling and cross-selling opportunities.
Utilize an established network of high-level contacts including CxOs within target companies.
Foster and expand a robust internal network to creatively coordinate teams to meet client needs.
Act as a natural networker striking a balance between long-term value personal achievement and SUSEs interests.
Play an active role in bolstering SUSEs strategic indirect sales model by orchestrating sales within the ecosystem.
Serve as a mentor and role model embodying integrity capabilities and results.
Cultivate trust as a reliable advisor both internally and externally.
Proactively seek opportunities for improvement maintaining current certification and sales skills.
Be able to segment a territory into ABC customers and identify high potential customers to prospect.
Act as an entrepreneur in your territory. Invent and drive actions to identify opportunities in your assigned territory supported by marketing in close collaboration with Suse ecosystem (partner).
Actively drive and own pipeline generation and ensure a weekly progress in 4 quarter rolling pipeline.
Actively share best practices in the team and outside of the team within deal coaching sessions
Skills & Experience
Be creative in how to identify potential new business opportunities within your assigned territory.
Strong understanding of enterprise sales methodologies particularly MEDDPICC.
Very good understanding of cloud native and container (Kubernetes) technology.
Ideally in-depth understanding of RHOS and Tanzu solutions.
Proven track record of exceeding sales quotas and goals.
Ability to translate customer business issues into suitable solutions using innovative approaches.
Coordination of internal and external collaborators at various levels for solution-oriented sales.
Relationship management at higher management and executive tiers across different business lines.
Knowledge of territory markets and customer industries with an eye on trends and strategic directions.
Strategic prioritization of complex solution-based sales activities.
Excellent negotiation communication deal-closing and interpersonal skills.
Proactive approach to seeking continuous improvement and staying updated on industry trends.
Relevant certifications or training in sales methodologies is a plus.
Strong team player with the ambition to grow the business in the team.
Be open coachable and learn from others.
Personal Attributes
Role model mentor and trusted advisor both internally and externally by demonstrating highest levels of integrity the right intent capabilities and results
Excellent relationship building skills
Focused on continuous improvement (of self)
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 execution 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 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
