AE Telecom/Gov

About Us SUSE is a global leader of enterprise open source software. By transforming community innovations into secure, sovereign and AI-ready solutions, SUSE empowers customers to escape vendor lock-in and regain control of their IT destiny. Through industry-leading Linux, Kubernetes, Edge and AI infrastructure solutions, SUSE delivers the flexibility to innovate everywhere—from the data center to multi-cloud and out to the edge. Only SUSE also manages many Linux and Kubernetes distributions. At SUSE, Choice Happens because we prioritize community, interoperability and relentless innovation. Discover how we power mission-critical resilience at www.suse.com. AE Telecom/Gov Job Description 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 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. Success in this role is measured by revenue growth, customer satisfaction, and the ability to effectively navigate large-scale account dynamics. Key Responsibilities • Establish and enhance strong relationships with key stakeholders, including CXO-level executives. Building key relationships - Economic Buyer (internal customer), Technical Buyer (our liaison), Coach & Executive Buyer (Champion). • Apply consultative-selling techniques to develop a deep understanding of client goals, challenges, and ambitions related to mission critical workloads and innovation. Serve as a trusted advisor by aligning SUSE's offerings with client needs, curating a precise mix of products, services, and solutions to address their challenges and deliver long term value. • Take proactive ownership of your professional development by staying curious and embracing a growth mindset. Focus on driving your success, advancing your skills as a Sales professional, and deepening your expertise in the SUSE value proposition. • Proactively identify and capitalise on upselling and cross-selling opportunities - leveraging customer knowledge, expertise on SUSE’s market presence and capabilities, and the competitive landscape. • Monitor market trends and competitor activities to refine sales strategies and stay competitive. • Consistently maintain CRM hygiene by updating all activity, opportunities & 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 sales deals, to handover to Customer Success for implementation and post-sale support, ensuring long-term value based relationships. • Partner with the SUSE ecosystem of partners to enhance and bundle solution offerings, leverage their relationships with customers and extend business opportunities • Collaborate on Account Plans with your counterparts across Pre-Sales, Inside Sales, Partner Ecosystem, Specialist Sales teams to deliver comprehensive solutions and help drive traction. • Identify and prioritise key accounts each quarter that have a strong potential for adopting SUSE products and solutions - setting clear 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 - particularly solutions such as Linux Infrastructure, Hybrid Cloud, Container Management, Edge, Artificial Intelligence and Security. • Excellent verbal and written communication skills, with the ability to influence senior stakeholders - presenting complex technical solutions in a clear and compelling manner. • Analytical skills to understand market trends and apply insights to sales strategies. • Strong problem-solving skills with a focus on finding innovative solutions to client challenges. • Proven ability to work cross-functionally, collaborating with internal teams and external partners. • Experience working with CRM tools (e.g., Salesforce, Clari) to manage pipelines and forecast sales accurately. • Ability to apply enterprise sales methodologies, particularly 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, driving your career to create the future you want. We celebrate and reward your achievements.  SUSE is a dynamic environment that is evolving rapidly, thus requiring agility, strong entrepreneurship and an open mind. This is a compelling opportunity for the right person to join us as we continue to scale and prosper.   If you’re a big thinker, obsessed by execution and thrive in a dynamic environment in which you can tangibly create a lasting legacy, then please apply now!  We give you the freedom to be yourself. You will work in a global community of unique individuals – like you – with different backgrounds, talents, skills and perspectives. A truly open community where everyone is welcome, has a voice and is encouraged to reach their full potential regardless of age, gender, race, nationality, disability, sexual orientation, religion, or any other characteristics.   Sounds like the right fit for you? Click Apply to submit your resume. A recruiter will contact you if your skills match our current or any future positions. In the meantime, stay updated on the latest SUSE news and job vacancies by joining our Talent Community. SUSE Values SUSE's culture is centered on four key values - Choice, Community, Trust, and Innovation - which are deeply integrated with our open source ethos. SUSE fosters a diverse and inclusive environment where our people are encouraged to be themselves. Choice: We are continuously making choice happen We are accountable for our choices We never get complacent Community: Nobody is smarter than everybody We embrace diversity of thought We are “open source first, upstream first” where collaboration benefits all Trust: We are trusted to deliver with integrity We offer trust by default, and do not wait for it to be earned We foster an environment where everyone trusts each other Innovation: We foster a culture of experimentation, and embrace change by challenging the norm We are committed to continuous improvement, creativity and adaptability Ideas are great, but without execution they are just ideas