Role Overview
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. The role requires strategic thinking, collaboration with cross-functional teams, and delivering high-value solutions that enhance customer success and drive market share. Success is measured by revenue growth, customer satisfaction, and the ability to navigate large-scale account dynamics.
Key Responsibilities
Establish and enhance strong relationships with key stakeholders, including CXO-level executives. Build key relationships with Economic Buyer (internal customer), Technical Buyer (our liaison), Coach & Executive Buyer (Champion).
Apply consultative-selling techniques to understand client goals, challenges, and ambitions related to mission-critical workloads and innovation. Serve as a trusted advisor by aligning SUSE offerings with client needs, curating a precise mix of products, services, and solutions to deliver long-term value.
Take proactive ownership of professional development by staying curious and embracing a growth mindset. Focus on driving success and deepening expertise in the SUSE value proposition.
Proactively identify and capitalise on upselling and cross-selling opportunities by leveraging customer knowledge, SUSE's market presence, and the competitive landscape.
Monitor market trends and competitor activities to refine sales strategies and stay competitive.
Maintain CRM hygiene by updating activity, opportunities, and deals regularly to manage the sales pipeline, provide accurate sales forecasts, and track performance.
Serve as the primary point of contact for customers, managing all aspects of the sales process from initial contact through negotiation and closing of complex deals, to handover to Customer Success for implementation and post-sale support.
Partner with the SUSE ecosystem of partners to enhance and bundle solutions, leverage partner relationships, and extend business opportunities.
Collaborate on Account Plans with Pre-Sales, Inside Sales, Partner Ecosystem, and Specialist Sales teams to deliver comprehensive solutions and drive traction.
Identify and prioritise key accounts each quarter with strong potential for adopting SUSE products, setting milestones and timelines to maximise opportunities for significant market share growth.
Skills & Experience
Experience in sales and account management with a proven track record of meeting or exceeding sales targets.
Knowledge of the enterprise software industry, including Linux infrastructure, Hybrid Cloud, Container Management, Edge, AI, and Security.
Excellent verbal and written communication skills, with the ability to influence senior stakeholders and present complex technical solutions clearly.
Analytical skills to understand market trends and apply insights to sales strategies.
Strong problem-solving skills with a focus on innovative client solutions.
Proven ability to work cross-functionally with internal teams and external partners.
Experience with CRM tools (e.g., Salesforce, Clari) to manage pipelines and forecast sales accurately.
Ability to apply enterprise sales methodologies (e.g., MEDDPICC, Challenger) or similar frameworks. Industry certifications in sales or IT are a plus.
Understanding of Open Source and transformation topics, such as cloud-native application development and cloud migration.
Job
Sales
What We Offer
We empower you to be bold and drive your career to create the future you want. We celebrate and reward your achievements. SUSE is a dynamic environment that evolves rapidly, requiring agility, entrepreneurship, and an open mind. This is a compelling chance for the right person to join us as we scale and prosper. If you're a big thinker, obsessed with execution, and thrive in a dynamic environment where you can tangibly create a lasting legacy, please apply now. We offer a global community of diverse individuals with different backgrounds, talents, and perspectives, where everyone is welcome and encouraged to reach their full potential regardless of age, gender, race, nationality, disability, sexual orientation, religion, or other characteristics.
Sounds like the right fit for you? Click Apply to submit your resume. A recruiter will contact you if your skills match current or future positions. In the meantime, stay updated on SUSE news and job vacancies by joining our Talent Community.
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📌 Senior Enterprise Account Executive
🏢 Suse
📍 Melbourne