Cloud Partner Development Manager, SUSE
More information about location
To bring the infinite potential of open source to the Enterprise
Be an early applicant
To bring the infinite potential of open source to the Enterprise
1001+ employees
Be an early applicant
More information about location
1001+ employees
Company mission
To transform open source innovations into enterprise-grade solutions to give customers choice.
Role
Who you are
- The ideal candidate has a deep understanding of the cloud selling dynamics (marketplace, 1st party, 3rd party, sovereign cloud, co-selling) with strong business development skills and a growth mindset
- Minimum 5 years of experience in enterprise software sales or business development or partner management, with at least 3 years in a dedicated cloud sales or business development role
- Proven experience working with major cloud providers (AWS, Azure, GCP)
- Knowledge of the partner business development programs of the hyperscalers, such as AWS CPPO, AWS DSOR, Microsoft MPO, CSP, REO & Google Cloud MCPO etc
- Previous tenure at one of the 3 hyperscalers or in comparable role is a plus
- Great communication & presentation, and negotiation skills
- Understanding of technical cloud computing concepts such as IaaS, PaaS, and SaaS
- Ability to pitch and defend a business case, based on facts, assumptions and expected measurable results
- Ability to work effectively in a fast-paced, dynamic, and matrixed organization
- French or Italian or Spanish native language speaker, correspondent to the county of living; multi-lingual seen as advantageous
- Fluent in Business English
- Degree in Economics, Engineering or human-related sciences; Master Degree is a plus
What the job involves
- The Cloud Partner Development Manager role is responsible for driving revenue growth and partnership expansion for our cloud-based solutions across the South EMEA (mainly France, Italy and Spain) and CEMEA (Middle-East, Africa and Eastern Europe)
- Reporting to the EMEA Ecosystem Lead (and dotted line to the EMEA Cloud Lead), this individual will execute the go-to-market plan, develop the existing relationships with Amazon Web Services, Microsoft, Google and potentially EMEA-based CSP’s
- Develop and manage co-sell opportunities, acting as liaison between the sales teams of SUSE, the hyperscalers and their respective marketplace partners (GSI/SI, MSRP, Resellers)
- Identify and suggest the common partners who can accelerate the adoption of SUSE products in the Public Clouds from all the possible perspectives (financial vs technical)
- Support the field sales teams in the countries on the Cloud Elevate Program / Marketplace opportunities during the whole sales cycle
- Act as Cloud Subject Matter Expert and speaker internally (QBR, enablement) and externally (webinars, events)
- Manage, proactively, the hyperscalers pipeline and forecast for the assigned territory
- Serve as the primary point of contact for AWS, Microsoft Azure and Google Cloud in the assigned territory
- Negotiate and manage joint business plans, co-marketing initiatives, and enablement programs
- Work closely with the “Big 3” to identify joint opportunities and drive co-selling motions in accordance with the country-level go-to-market strategy
- Be the subject matter expert for anything-cloud in the assigned territory
Our take
The tech world is facing a shift and businesses are under pressure to modernise, cut costs, and stay flexible, all while dealing with increasingly complex IT demands. Many are finding that traditional software just don't offer the flexibility or value they need anymore.
This is where SUSE steps in with its open source tools that help businesses run their IT systems better. From managing cloud services to running virtual machines and containers, SUSE's software makes it easier for businesses to scale and streamline complex infrastructure, all from one central platform.
The company is making a name for itself by blending open source freedom with solid support and real results. Aussie Broadband, for example, boosted efficiency and trimmed down deployment times by switching to SUSE. With its sights now set on edge computing and AI, SUSE is showing that open source isn't just practical, but is powering the future of scalable tech.
Steph
Company Specialist at Welcome to the Jungle
Meet the team
Michael Rennett, Director, Analyst Relations
Insights
24% female employees
Company
Company benefits
- Company bonus: We believe that everyone makes an impact on the success of the company, so we reward our employees for our achievements as one SUSE team.
- Agile Worker Policy: Unless your role requires a specific work model, we offer flexibility in how our people work - home-base, office-based or hybrid
- Flexibility: To maintain a healthy work-life balance, our people can adapt their work schedule to their personal and family needs
- Global Parental Leave: 20-week maternity leave with full salary and time off with pay for pregnancy-related appointments will be provided to pregnant SUSE people. Leave is also available to employees adopting a child or using surrogacy
- Health & well-being benefits program: We offer a well-being program designed for our people and their families. We also provide an excellent benefits plan including insurance, medical package and more, depending on the local market
- Employee referral program: Earn a financial reward or every successful referral you make – help us build a great team and get rewarded in the process
- Employee Resource Groups: Our main people networks are Women in Tech, Neurodiversity, GoGreen, Pride at SUSE and Open Source Community Citizen network. Through them our people can align to personal values, build bonds, and engage with communities of interest
Company values
- Choice
- Innovation
- Trust
- Community
Company HQ
Gare, Luxembourg, Luxembourg
Articles
Leadership
DP held executive roles, including Red Hat GM for APAC and NA, before SUSE. He's on the NUS Institute of Systems Science board and mentors women in business. DP is an open-source programming hobbyist!
Ian Halifax
(CFO)Ian has more than 30 years' experience in Senior Financial Leadership positions, including as CFO at leading global tech providers such as Trellix (McAfee Enterprise/FireEye), Riverbed Technology, Wind River Systems, Micromuse, and Macrovision.
Andy McDonald
(Chief Legal Officer)They have extensive experience in Legal Affairs and Governance in a variety of companies, including Interserve, Premier Foods plc, Uniq plc, and Spirent plc. They also worked as a Corporate Lawyer at Freshfields Bruckhaus Deringer before moving into Industry.
Lisa Sherwell
(CPO)Lisa Sherwell, CPO, is a global strategy & transformation exec with 25 years in B2B tech - led SUSE's strategy, and was GM/Sales Director at SAP/Merchants. Lisa champions people-centric leadership!
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