EMEA Enablement Business Partner, SUSE
Salary not provided
Senior and Expert level
Remote from UK
To bring the infinite potential of open source to the Enterprise
Open for applications
To bring the infinite potential of open source to the Enterprise
1001+ employees
B2BArtificial IntelligenceEnterpriseSaaSCloud Computing
Open for applications
Salary not provided
Senior and Expert level
Remote from UK
1001+ employees
B2BArtificial IntelligenceEnterpriseSaaSCloud Computing
Company mission
To transform open source innovations into enterprise-grade solutions to give customers choice.
Role
Who you are
- For credibility with the teams that you will be enabling you should either have been successful track record as an account manager or solution architect. It would be ideal if you had been a sales manager or pre-sales manager
- You should have good understanding of sales methodologies – Challenger, Solution Selling, SPIN etc. Experience in how MEDDPICC is used to improve customer interactions and deal qualification is also important.
- The successful candidate will combine a solid understanding of sales dynamics, sales processes & activities, sales tooling & enablement platforms and be experienced working in vendors who sell complex technology solutions
- They should have strong project and program management capabilities. It is vital that you are structured in your approach and can enhance the execution of how sales readiness enablement is delivered at SUSE
- The role requires passion, creativity and excellent communication that are balanced by business acumen, organizational and motivating skills.
- Travel will be expected as the role requires you to engage with sales teams across the SUSE operations – this is expected to be a maximum of 25-40% of the time with activities mostly being done virtually
- Minimum of 5 years’ experience in Sales Enablement, Sales Operations or Sales Productivity
- Bachelor’s Degree or relevant practical working experience required
- A strong track record in Project and Program Management is required
- Ability to build trust and strong relationships with senior leaders
- Strong written and verbal communications skills (in English, other core world languages a plus)
- Proven ability to work independently & remotely, using virtual working tools
- Experience working with a variety of inter-departmental and international stakeholders
- Prior experience implementing sales transformation and methodologies is highly desired
- Proactive and Results-Oriented: You possess a can-do attitude and are a creative problem-solver who demonstrates resilience and a strong focus on achieving results
- Independent and Collaborative: While you work effectively independently, you are also a team player who readily takes the initiative to lead and drive projects forward
- Focused and Adaptable: You are engaged and brimming with ideas, yet you remain focused on executing management priorities. You also demonstrate agility and pragmatism when business needs require it
- Open and Respectful: You communicate openly and transparently, maintaining professionalism while resolving differing opinions with stakeholders. You are inclusive, appreciate diversity, and demonstrate interpersonal skills that include being amiable and empathetic
- Resilient and Resourceful: Ability to navigate challenges and find solutions and resolve roadblocks. You can operate in ambiguity in an environment of change and or high growth. You are highly resourceful in problem solving and driving effectiveness, many times thinking out of the box
- Communications: You are an effective and articulate communicator, both verbally and in writing. You can distill complex information into clear, concise terms, and you are skilled at presenting information in a compelling and engaging way. You understand how to tailor your communication style to different audiences, from C-Suite executives to front-line workers
- Customer Focused: You consistently prioritize understanding and addressing the needs and challenges of your customers, including end-users, sales teams, and partners. This customer-centric approach guides all your enablement efforts, from creation and planning to execution
- Stakeholder Management: You have effective stakeholder management skills that use a mix of frequent communication, leadership, strategic thinking, and relationship-building skills. With this you are able to optimize your focus and planning to drive the most updated and effective enablement
What the job involves
- As Sales Enablement Business Partner for a SUSE Geography you will orchestrate and deliver enablement activities that address the specific competency development and solution knowledge requirements of sales teams in the geography
- The role is a senior role within the Global Sales Enablement function reporting directly to the Director Global Field & Ecosystem Enablement
- You will also have “dotted” line reporting into the General Manager for the Geography and collaborate with other leaders to contribute to the goals of the Geography being achieved or exceeded
- The Enablement Business Partner plays a pivotal role in driving the success of the sales roles by executing strategies, programs, and initiatives aimed at improving sales productivity, knowledge, and performance
- This role is responsible for collaborating with leaders to coach sales teams on how to effectively perform their roles to achieve SUSE’s goals and revenues in the geography
- As Business Partner you will assess the sales competencies of teams in the geography and agree on enablement programs to optimize the competency based on the priorities of each team leader
- You will promote the global sales enablement service offerings including badge certifications in the geography
- Where these offerings do not meet the requirements of the geography you will either tune existing offerings to better meet local demands or work with colleagues in the global sales enablement function to build innovative programs
- The programs created should ideally be relevant for consumption by teams in other geographies
- You will support field sales and assist in some partner ecosystem sales enablement
- Collaborate with sales leadership to identify development needs and design targeted programs focused on improving sales competencies
- Contribute to the development of enablement and activation content, materials, and resources, including sales playbooks, solution knowledge, objection handling guides, sales process optimization guides etc
- Deliver/facilitate training to sales teams and monitor training impact and effectiveness
- Oversee and promote sales certification programs within the geography using the badge programs provided by global sales enablement
- Collaborate with GTM onboarding project manager and hosting sales onboarding in your GEO
- Assess and optimize sales processes and methodologies to suggest ways to streamline and enhance the sales cycle
- Provide guidance on optimizing sales tools/technologies to improve efficiency and effectiveness
- Ensure that sales teams have access to up-to-date and relevant content
- Coach sales teams on the use of these sales productivity tools and enablement platforms
- Monitor and analyze sales performance data to identify trends, gaps, and opportunities
- Provide regular reporting on sales enablement initiatives' impact on sales performance
- Collaborate with marketing, product management and other departments to ensure sales teams in geography are aligned with company messaging and product updates
- Work with HR to onboard new sales hires within the geography and align with global sales enablement onboarding programs
- Develop and execute a sales enablement strategy that aligns with the SUSE’s sales goals and objectives in the geography
- Continuously assess and refine the sales enablement strategy for geography based on evolving market conditions and business needs
- You will act as a consultant and advisor to sales leadership on how to optimize sales productivity through enablement and guide leadership on how they can develop their teams through coaching and/or leveraging knowledge/expertise from within their team
- Your role will also involve managing communications relating to enablement offerings within your Geography or assigned Go To Market team providing clear, concise and consumable information for SUSE sales teams and partners. Ensuring available enablement is being utilized to ensure all opportunity to improve productivity is exploited
- You will be required to develop strong relationships with SUSE leaders who need be activated to drive productivity improvements in their teams
- Enabling excellence in Account Planning, Partner Planning and Opportunity Management will be key to the business partner role
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
Insights
24% female employees
Company
Funding (2 rounds)
Feb 2002
$5.3m
EARLY VC
Oct 2001
$17.8m
LATE VC
Total funding: $23.1m
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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