SUSE
About SUSE
Always open. Our code, our culture, our opportunities. We are SUSE.
SUSE is a global leader in innovative, reliable, and secure enterprise open source solutions, including SUSE Linux Suite, SUSE Rancher Suite, SUSE Edge Suite, and SUSE AI Suite. More than 60% of the Fortune 500 rely on SUSE to power their mission-critical workloads, enabling them to innovate everywhere – from the data center to the cloud, to the edge and beyond. SUSE puts the “open” back in open source, collaborating with partners and communities to give customers the agility to tackle innovation challenges today and the freedom to evolve their strategy and solutions tomorrow. For more information, visit www.suse.com.
Role Overview The Sales Manager leads a dynamic group of sales professionals, focusing on achieving strategic growth and market share for SUSE. This role guides Account Executives to drive revenue, build strong customer relationships, and deliver tailored solutions that align with customer goals and SUSE’s value proposition. Success requires strategic vision, sales acumen, and team leadership, with emphasis on meeting revenue targets, fostering a high-performance sales culture, and championing customer success across key accounts.
Key Responsibilities
Lead the Account Executive team in setting and achieving quarterly and annual sales targets, ensuring alignment with SUSE's growth strategy. Foster a high-performance sales culture with ongoing coaching and skill development.
Oversee and guide Account Executives in developing customer-centric strategies that align SUSE’s offerings with customer objectives, emphasising consultative selling. Identify upselling and cross-selling opportunities to drive long-term value.
Manage and maintain sales pipeline and forecasting accuracy across the team, leveraging CRM tools. Maintain CRM hygiene and data integrity to support executive decision-making and target tracking.
Support Account Executives in building and nurturing relationships with key stakeholders, including CXO-level executives. Serve as an escalation point and strategic advisor for complex account dynamics.
Partner with cross-functional teams (Pre-Sales, Inside Sales, Partner Ecosystem, Specialist Sales) to drive comprehensive account strategies and ensure tailored solutions meet client needs.
Monitor market trends, competitor activities, and industry shifts. Lead refinements to sales strategies to stay competitive and grow market share in high-potential accounts, especially in cloud-native, Linux infrastructure, and AI.
Promote a growth mindset and professional development. Provide guidance on best practices in enterprise sales methodologies (e.g., MEDDPICC, Challenger). Support team members in deepening knowledge of SUSE’s solutions.
Engage in talent acquisition practices to hire a diverse team that reflects SUSE’s values. Collaborate with Talent Acquisition to define hiring needs and ensure an unbiased selection process.
Foster an inclusive team culture where all voices are heard and valued, promoting collaboration and innovation and advocating for diversity as a driver of performance.
Skills & Experience
Demonstrated experience leading a high-performance sales or account management team within the enterprise software industry, focusing on strategic growth and customer satisfaction.
Ability to analyse data on market trends, customer needs, and team performance; use insights to refine strategies.
Ability to build relationships with CXO-level executives and senior stakeholders; navigate complex sales dynamics to achieve mutual outcomes.
Deep understanding of enterprise sales methodologies (e.g., MEDDPICC, Challenger) and history of applying them to high-value deals.
Experience collaborating with cross-functional teams and aligning resources to deliver value-driven solutions, including the Partner Ecosystem.
Ability to translate complex technical solutions into compelling business cases for senior stakeholders; focus on customer-centric solutions.
Industry knowledge of Linux Infrastructure, Hybrid Cloud, Container Management, Edge, and Security; familiarity with open-source transformation topics is desirable.
Experience hiring diverse talent and fostering inclusive team environments to enhance innovation and performance.
Job Details
Job function: Business Development and Sales
Industry: Software Development
Employment type: Full-time
Seniority level: Director
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SUSE is a global leader in innovative, reliable, and secure enterprise open source solutions, including SUSE Linux Suite, SUSE Rancher Suite, SUSE Edge Suite, and SUSE AI Suite. More than 60% of the Fortune 500 rely on SUSE to power their mission-critical workloads, enabling them to innovate everywhere – from the data center to the cloud, to the edge and beyond. SUSE puts the “open” back in open source, collaborating with partners and communities to give customers the agility to tackle innovation challenges today and the freedom to evolve their strategy and solutions tomorrow. For more information, visit www.suse.com.
Role Overview The Sales Manager leads a dynamic group of sales professionals, focusing on achieving strategic growth and market share for SUSE. This role guides Account Executives to drive revenue, build strong customer relationships, and deliver tailored solutions that align with customer goals and SUSE’s value proposition. Success requires strategic vision, sales acumen, and team leadership, with emphasis on meeting revenue targets, fostering a high-performance sales culture, and championing customer success across key accounts.
Key Responsibilities
Lead the Account Executive team in setting and achieving quarterly and annual sales targets, ensuring alignment with SUSE's growth strategy. Foster a high-performance sales culture with ongoing coaching and skill development.
Oversee and guide Account Executives in developing customer-centric strategies that align SUSE’s offerings with customer objectives, emphasising consultative selling. Identify upselling and cross-selling opportunities to drive long-term value.
Manage and maintain sales pipeline and forecasting accuracy across the team, leveraging CRM tools. Maintain CRM hygiene and data integrity to support executive decision-making and target tracking.
Support Account Executives in building and nurturing relationships with key stakeholders, including CXO-level executives. Serve as an escalation point and strategic advisor for complex account dynamics.
Partner with cross-functional teams (Pre-Sales, Inside Sales, Partner Ecosystem, Specialist Sales) to drive comprehensive account strategies and ensure tailored solutions meet client needs.
Monitor market trends, competitor activities, and industry shifts. Lead refinements to sales strategies to stay competitive and grow market share in high-potential accounts, especially in cloud-native, Linux infrastructure, and AI.
Promote a growth mindset and professional development. Provide guidance on best practices in enterprise sales methodologies (e.g., MEDDPICC, Challenger). Support team members in deepening knowledge of SUSE’s solutions.
Engage in talent acquisition practices to hire a diverse team that reflects SUSE’s values. Collaborate with Talent Acquisition to define hiring needs and ensure an unbiased selection process.
Foster an inclusive team culture where all voices are heard and valued, promoting collaboration and innovation and advocating for diversity as a driver of performance.
Skills & Experience
Demonstrated experience leading a high-performance sales or account management team within the enterprise software industry, focusing on strategic growth and customer satisfaction.
Ability to analyse data on market trends, customer needs, and team performance; use insights to refine strategies.
Ability to build relationships with CXO-level executives and senior stakeholders; navigate complex sales dynamics to achieve mutual outcomes.
Deep understanding of enterprise sales methodologies (e.g., MEDDPICC, Challenger) and history of applying them to high-value deals.
Experience collaborating with cross-functional teams and aligning resources to deliver value-driven solutions, including the Partner Ecosystem.
Ability to translate complex technical solutions into compelling business cases for senior stakeholders; focus on customer-centric solutions.
Industry knowledge of Linux Infrastructure, Hybrid Cloud, Container Management, Edge, and Security; familiarity with open-source transformation topics is desirable.
Experience hiring diverse talent and fostering inclusive team environments to enhance innovation and performance.
Job Details
Job function: Business Development and Sales
Industry: Software Development
Employment type: Full-time
Seniority level: Director
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