Commercial Account Executive - West Coast

Commercial Account Executive - West Coast

Drive strategic growth for SUSE by managing a portfolio of key accounts within the West Coast territory. The Account Executive identifies and capitalises on new business opportunities, deepens customer relationships, and aligns SUSE’s value proposition with customer objectives. Success is measured by revenue growth, customer satisfaction, and the ability to navigate large‑scale account dynamics.

Execute the full sales cycle from initial contact through negotiation and closing of complex sales deals, ensuring long‑term value based relationships and seamless handover to Customer Success for implementation and post‑sale support.

• Establish and enhance strong relationships with key stakeholders, including CXO‑level executives (Economic Buyer, Technical Buyer, Coach & Executive Buyer).
• 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.
• Take proactive ownership of your professional development, embracing a growth mindset and deepening expertise in the SUSE value proposition.
• Proactively identify and capitalise on upselling and cross‑selling opportunities by leveraging customer knowledge and competitive insights.
• Monitor market trends and competitor activities to refine sales strategies and remain competitive.
• Maintain CRM hygiene, updating all 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 to post‑sale implementation.
• Partner with the SUSE ecosystem of partners to enhance and bundle solution offerings, leveraging their relationships with customers and extending business opportunities.
• Collaborate on Account Plans with Pre‑Sales, Inside Sales, Partner Ecosystem, and Specialist Sales teams to deliver comprehensive solutions and accelerate traction.
• Identify and prioritise key accounts each quarter with strong potential for adopting SUSE products, setting clear 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, especially Linux Infrastructure, Hybrid Cloud, Container Management, Edge, AI, and Security.
• Excellent verbal and written communication skills, able 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 focused on innovative solutions to client challenges.
• Proven ability to work cross‑functionally with internal teams and external partners.
• Experience with CRM tools such as Salesforce and Clari for pipeline management and forecasting.
• Ability to apply enterprise sales methodologies (e.g., MEDDPICC, Challenger) and hold relevant industry certifications.
• Understanding of Open Source and transformation topics, such as cloud‑native application development and migration.

Base Salary: $117,000 – $150,000 (US only). The role may also include a corporate bonus plan paid quarterly and potentially a commission plan. Compensation will be determined by experience, skills, geography, and budget.

US benefits include a comprehensive medical plan, life and disability insurance, 401(k), Employee Assistance Programme, and generous paid time off and leave policies.

Background checks (criminal, credit, and employment references) are required once an offer is accepted.