New Business Account Executive, SUSE
More information about location
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
Open for applications
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 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
- 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
- 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
What the job involves
- 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 SUSE’s comprehensive value proposition with customer objectives
- 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 haven't 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 SUSE's 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
- Accurately forecast sales outcomes using SUSE's established methodologies
- Develop an in-depth understanding of SUSE's 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 SUSE's interests
- Play an active role in bolstering SUSE's 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
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
$5.2m
EARLY VC
Oct 2001
$17.5m
LATE VC
Total funding: $22.7m
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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