Account Executive Public Sector Defense OR SOCIAL Security

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Drive strategic growth for SUSE by managing a portfolio of key accounts within a specified Public Sector structure. 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.

• Establish and enhance strong relationships with key stakeholders including CXO‑level executives.
• Build 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 capitalize 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 prioritize 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.

• Experienced in Defense OR Social Security (pension labor insurance) with an existing network in this verticals.
• 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 –…