Ecosystem Success Manager, SUSE

• This role requires a seasoned professional capable of understanding value-add partner services offerings and able to resolve challenging issues with expert problem-solving skills
• Typically 5-8+ years of experience in a Partner Success, Ecosystem Success, Solution Services, Account Management, or similar partner-facing role within the enterprise software or cloud technology space with a strong services background
• Demonstrated expert business development/functional expertise in partner/ecosystem success methodologies, lifecycle management, and best practices
• 3+ years experience with partner buying programs, sales, or solutions development, with a strong understanding of Cloud Native / AI solutions
• Experience in programmatic field enablement or overlay sales roles is highly desirable
• Proven ability to apply expert problem-solving skills to resolve complex technical and business issues for partners
• Strong customer focus (Proficient) with a track record of building and maintaining strong relationships with partners, leading to high levels of satisfaction and retention
• Proficient communication (written and verbal), presentation, and interpersonal skills, with the ability to effectively articulate technical concepts to both technical and non-technical audiences
• Experience managing a portfolio of partners, with excellent organizational skills and the ability to prioritize and manage multiple complex engagements simultaneously
• A solid understanding of enterprise IT environments, with knowledge of Linux, Kubernetes, Cloud Native technologies, or related SUSE product domains being a significant advantage
• Ability to be a self-starter and work independently and as part of a team, demonstrating proficient adaptability in a fast-paced and evolving environment
• Possesses developing business acumen to understand partner goals and how SUSE solutions and buying programs contribute to their success
• Bachelor’s degree in a technical or business discipline, or equivalent practical experience
• You will be a role model for SUSE's culture and values, consistently demonstrating integrity, collaboration, and a commitment to partner success
• Demonstrates a developing influence through expertise and by providing valuable insights to partners and internal teams

Desirable

• Since its inception in 1992, SUSE has been at the forefront of technical innovation where change has been the only constant
• The Ecosystem Partner Success Manager II (EPSM II) is a key individual contributor role focused on fostering and maximizing the success of SUSE’s Cloud Native and AI GTM Ecosystem, as well as the roadmap and execution of the Cloud Native Partner use case across relevant Buying Programs
• The successful candidate will apply expert technical/functional expertise in ecosystem success methodologies to orchestrate target ecosystem partners through their lifecycle, from onboarding to adoption, value realization, and renewal
• You will be a go-to resource for your deep understanding of partner-led services that add value around SUSE solutions, ensuring customers identify and derive sustained value
• You will understand how to engage these partners in either or both transacting and influencing actions in a customer
• Value-add services can include POCs on emerging technologies, migration, lifecycle management, etc. for a range of partners including Global, Regional and National Systems Integrators and Solution Providers
• The focus is on creating industry / domain use case solutions with and through these partners leveraging SUSE as a key component
• These are often time service led opportunities requiring a thorough understanding of SUSE technologies, services, solutions leveraging multi-partner and ISV workloads across various transaction and influence approaches
• Your contributions will directly impact partner recruitment, engagement, experience satisfaction and retention, contributing to the growth of SUSE’s ecosystem, all while operating with proficient execution and a strong sense of accountability
• This position is vital for delivering excellent results aligned with our ambitious objectives and open company culture
• Manage the Cloud Native and AI (as a workload on SUSE Rancher) GTM Ecosystem, developing a deep understanding of the Ecosystem partners’ business objectives, technical landscape, and success criteria to ensure they achieve their desired outcomes with SUSE solutions
• Lead, develop roadmap and manage the Cloud Native and AI Partner use case across relevant Buying Programs and incentives, aligning with internal stakeholders and delivery teams. Drive and track adoption of, and impact on, SUSE partner Ecosystem growth and overall company revenue growth
• Develop and execute a tailored GTM Ecosystem success plan, leveraging your expert functional knowledge of ESM best practices to drive onboarding, product adoption, and consumption, demonstrating a proficient customer focus
• Serve as a primary point of contact for the Cloud Native and AI BUs and serving as the GTM Ecosystem and Cloud Native Success leader identifying impactful value-prop and solutions with our partners with relevant programs and incentives, orchestrating internal SUSE resources and acting as an Ecosystem advocate to resolve highly complex technical and business challenges
• Proactively monitor Ecosystem and Buying Program health, identify risk areas, and implement mitigation strategies to ensure partner retention and growth, making proficient decisions to support these goals.
• Strong services background and understanding of how service / solution focused partners go to market as well as transaction options / preferences
• Experience in working with or defining influence programs for ISVs, SIs is beneficial
• Support GEO teams to help identify the next wave of SUSE’s partners and support build out and focus on SUSE practices / skills / and solutions through these partners
• Conduct regular business reviews with stakeholders, showcasing value achieved, addressing concerns, and identifying opportunities for deeper engagement and expansion, supported by proficient communication skills
• Contribute to the development of GTM Ecosystem success best practices, tools, and methodologies within the team, potentially mentoring junior team members and sharing your expertise
• Collaborate effectively with Global and Local Sales, Support, Product, and Engineering teams to ensure a cohesive and positive partner experience, fostering proficient collaboration
• Identify opportunities for partner advocacy and capture success stories that can be leveraged across the SUSE GTM ecosystem, showing a developing ability to innovate within your role
• Maintain accurate and up-to-date records of adoption and growth of Cloud Native and AI Partner use cases across the Buying Programs, and GTM Ecosystem success plan progress in CRM and other relevant systems, demonstrating proficient execution and a drive for results
• Build domain expertise in Cloud Native trends and best practice for successful GTM with Partners and Customers