SUSE
Enterprise Account Executive - West US (New Business Hunter)
California, United States of America · Senior
Sponsorship not specifiedDetected 30 days ago
LinuxSalesAccount ManagementPipeline ManagementSupply ChainCollaboration
About the role
- SUSE is a global leader in innovative, reliable, and secure enterprise open source solutions, including SUSE® Linux Suite, SUSE® Rancher Suite, SUSE® Edge Suite, and SUSE® AI Suite.
- For more information, visit www.suse.com.
- Specializes in a value or volume specialty (computers, servers, storage, services, printers) with focus on selling into net new accounts.
Responsibilities
- Coordinates/Owns account plans for strategic enterprise accounts in the account planning process
- Establishes a professional working relationship (up to the executive level) with clients, and develops a core understanding of the unique business needs.
- Engages partners effectively to improve win rates on selective deals.
- Builds growth opportunities using the account planning process
- actively manages planning process through scheduled reviews and updates.
- Generates leads for company volume products and certain value products and collaborates with other specialists or partners as needed.
- Enters opportunities in pipeline tools and updates them weekly. Recommends and Implements Pipeline management practices.
- Build and deploy a territory account plan that includes working with partners, specialists.
- Builds growth opportunities using the account planning process; actively manages planning process through scheduled reviews and updates.
- Reviews and designs sales policy and strategy.
Requirements
- Has deep knowledge of basic enhanced products, solution and service offerings as well as competitors' offerings.
- Extensive vertical industry knowledge and advanced degree of selling skills.
- Typically 5-8 years of experience as referenced above.
- Account management experience required.
- Experience in product specialty (computers, printers, servers, storage).
Nice to have
- University or Bachelor's degree preferred.
Skills
- Broad understanding of the customer's needs; applies standard as well as creative solutions to meet those needs.
- Knows when to adjust business plans based on account and industry segment opportunities.
- Use consultative selling skills to proactively help customer's with making IT business decisions.
- Partner organization intelligence aligned with partner management skills.
- Conceptualizes and articulates well-targeted solutions in area of specialty - from proposal to contract sign off.
- Ability to understand the customer's business issues and translate to the company's solutions.
- Excels in competitive selling skills.
- Choice
- Innovation
- Community
- The Total Target Compensation (TTC) vary depending upon experience and job qualifications.
- US Pay Transparency Disclaimer - Commission
Compensation
- The Total Target Compensation (TTC) vary depending upon experience and job qualifications.
Benefits
- Ability to implement margin recovery activities/strategies in full ownership of the account or in partial ownership depending on account coverage.
- Education and Experience Required:
Company info
- 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 Suite, SUSE® Rancher Suite, SUSE® Edge Suite, and SUSE® AI Suite. 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. For more information, visit www.suse.com.
- Enterprise Account Executive - West US (New Business Hunter)
- Always open.
- Our code, our culture, our opportunities.
- Leading open innovation without limits.
- We are SUSE.
- 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.
- Job Description
- Serves as the overall account lead (single point of contact) for numerous, large named accounts in an assigned country, geographic territory and/or industry; understands a client's key business and IT challenges and requirements and is focused on driving value for the client, while maximizing revenue and margin for the company.
- Accounts may be managed remotely.
- Is supported primarily by presales and inside sales resources.
- These jobs focus on selling to customers, typically through work that occurs outside the company offices.
This listing is sourced directly from SUSE's careers page and normalized into a canonical job model.