Leader, Sales, Director of Sales

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.

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Job Description

The Country Manager is responsible for driving revenue growth, managing cross-functional sales teams, and serving as SUSE's primary ambassador within the country. With direct oversight of the Field Sales and Partners Sales teams, and a dotted-line responsibility for the Solution Architect and Inside Sales teams, this role requires a seasoned leader skilled in navigating a matrix environment to ensure collaborative, high-impact execution.

Accountable for the country's revenue targets across all routes to market, the Country Manager focuses on building a cohesive strategy that leverages SUSE's solutions to address customer needs, enhance partner relationships, and reinforce SUSE's market presence.

• Own the country's revenue targets across all sales channels, including direct, partner-led, and inside sales. Develop and execute growth strategies that align with SUSE's business objectives, ensuring robust and sustainable market expansion.
• Directly lead the Account Sales and Partner Sales teams, fostering alignment and collaboration across these functions. In partnership with the Solution Architect team through a dotted-line relationship, ensure technical support and solution alignment that strengthen customer trust and drive value.
• Promote effective collaboration with the Solution Architect team, leveraging their technical expertise early in the sales cycle and ensuring integrated solution delivery.
• Skillfully navigate the matrix environment to optimize teamwork and maximize cross-functional impact.
• Represent SUSE in the country, building and strengthening relationships with industry leaders, key customers, partners, and government bodies. Act as SUSE's ambassador at industry events and high-profile engagements, increasing SUSE's visibility and positioning it as a trusted market leader.
• Cultivate relationships with key stakeholders, including CXO-level executives, major partners, and top customers. Act as a trusted advisor, ensuring SUSE's offerings align with customer and partner goals, and advocate for their needs within SUSE to drive mutual success.
• Engage in inclusive hiring practices and support professional development within the sales and technical teams. Create a culture of diversity and inclusion that encourages team members to contribute fully, bringing varied perspectives that enhance innovation and team resilience.
• Ensure CRM and pipeline hygiene across all teams, supporting accurate forecasting and informed decision-making. Monitor performance metrics, identify trends, and drive strategic adjustments as needed to support the country's sales objectives.
• Monitor the competitive landscape, gather insights on market dynamics, and develop strategies to enhance SUSE's market positioning. Guide the teams to differentiate SUSE's offerings and adapt strategies based on data insights and emerging trends.

• Demonstrated experience leading cross-functional teams within a matrix organization, with the ability to drive collaboration and achieve results across both direct and dotted-line teams
• Strong background in managing multi-channel sales teams, with a track record of delivering growth and meeting revenue targets in a complex enterprise environment.
• Expertise in creating and implementing growth strategies that align with regional and global objectives, with the ability to translate high-level goals into actionable plans that deliver measurable results.
• Proven ability to build trusted relationships with CXO-level stakeholders, partners, and internal teams. Strong public-speaking and representation skills, capable of positioning SUSE as a trusted leader in the country.
• Familiarity with SUSE's portfolio, including Linux, cloud infrastructure, container management, and open-source solutions. Proficiency in sales…