Account Executive - Southeast

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.

• Establish and enhance strong relationships with key stakeholders, including CXO-level executives. Build 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's offerings with client needs, curating a precise mix of products, services, and solutions to address their challenges and deliver long-term value.
• Proactively focus on your professional development, maintaining a growth mindset and deepening your expertise in SUSE’s value proposition.
• Identify and capitalise on upselling and cross-selling opportunities by leveraging customer knowledge and SUSE’s capabilities and market position.
• 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 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 solution offerings, leverage partner relationships, and extend 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 and solutions, setting milestones and timelines to maximise market share growth.

• Experience in sales and account management with a proven track record of meeting or exceeding targets.
• Knowledge of the enterprise software industry—Linux Infrastructure, Hybrid Cloud, Container Management, Edge, Artificial Intelligence and Security.
• Excellent verbal and written communication skills, with the ability to influence senior stakeholders by presenting complex technical solutions clearly and persuasively.
• 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 (MEDDPICC, Challenger or similar). Industry certifications in sales or IT are a plus.
• Understanding of open source and transformation topics, such as cloud-native app development and cloud migration.

US Pay Transparency Disclaimer - Commission

If this role is filled in the United States of America, the starting base salary is expected to be between $94,000 and $172,000. In addition to this base salary, we offer a commission and an attractive benefits package. US benefits include a comprehensive medical plan, life and disability insurance, 401k, Employee Assistance Programme and generous paid time off and leave policies.

Actual compensation will be determined by factors such as experience, skills, geographical location, internal equity, and budget. Please note that this salary…