SUSE
About SUSE
SUSE is a global leader in innovative, reliable, and secure enterprise open source solutions. We partner with more than 60% of the Fortune 500 to power mission‑critical workloads across the data center, cloud, edge, and beyond. Job Overview
Global Account Director – Tech Mahindra & Telco Reporting to the Global Vice President of Global Systems Integrators, you will lead a virtual cross‑functional team to accelerate SUSE’s GSI Telco approach. You will serve as the primary SME for Tech Mahindra while managing relationships with other GSIs, including Infosys, TCS, and others. Your vision and direction will inspire engagement of indirect team members from sales, marketing, services, and products to deliver differentiated solutions that drive rapid commercial growth. Key Responsibilities
Research, identify, and onboard strategic GSI alliances to complement SUSE’s telco product portfolio. Lead partnership negotiations, finalize agreements, and serve as the telco SME for non‑owned accounts. Develop and implement joint sales strategies to maximize market reach and revenue potential. Report alliance performance, pipeline, and revenue contributions to senior leadership. Co‑innovate between SUSE and target GSIs, driving differentiated solutions into the telco market aligned with both organizations’ strategies. Identify and target sales opportunities with telecom operators, focusing on 5G, RAN, and Access use cases. Build and maintain relationships with key operator stakeholders. Collaborate with Account Executives to create and execute targeted account plans. Support sales enablement by creating impactful sales plays and customer‑facing materials. Qualifications & Experience
15+ years in global alliance/partnership leadership, with commercial accountability for both direct and indirect virtual teams. 10+ years in the enterprise infrastructure software industry with alliances, partnership sales, and relationship management. Strong understanding of telecommunications operators’ business needs and the value of open source solutions. Effective at growing, maintaining, and influencing partner relationships at all levels, including day‑to‑day execution and senior leadership. Excellent communication, negotiation, and presentation capabilities; able to articulate complex business proposals. Highly effective cross‑functional leadership and collaboration skills; able to bring together a virtual team for shared execution. Experience coordinating multi‑partner solution and GTM plans with adjacent partners (GSI, ISV, etc.). Strong market knowledge and ability to create successful commercial growth strategies; own and execute long‑term strategic plans. Demonstrated success applying commercial analytical skills to long‑term business planning with tangible outcomes. Knowledge of SUSE’s product portfolio is a strong plus. Willingness to travel up to 30% globally. Personal Attributes
Growth mindset – streamline, delegate, and guide a virtual team toward one goal. Leadership/Influence – drive a virtual global team with execution focus and results delivery. Strategic negotiation skills to solve problems, resolve issues, and manage conflict. Excellence at dealing with ambiguity and remaining calm and productive under pressure. Benefits & Compensation (US Only)
US base salary range: $131,000 – $239,000. Includes commission plan and attractive benefits package. US benefits: comprehensive medical plan, life and disability insurance, 401(k), Employee Assistance Program, generous paid time off, and leave policies.
#J-18808-Ljbffr
SUSE is a global leader in innovative, reliable, and secure enterprise open source solutions. We partner with more than 60% of the Fortune 500 to power mission‑critical workloads across the data center, cloud, edge, and beyond. Job Overview
Global Account Director – Tech Mahindra & Telco Reporting to the Global Vice President of Global Systems Integrators, you will lead a virtual cross‑functional team to accelerate SUSE’s GSI Telco approach. You will serve as the primary SME for Tech Mahindra while managing relationships with other GSIs, including Infosys, TCS, and others. Your vision and direction will inspire engagement of indirect team members from sales, marketing, services, and products to deliver differentiated solutions that drive rapid commercial growth. Key Responsibilities
Research, identify, and onboard strategic GSI alliances to complement SUSE’s telco product portfolio. Lead partnership negotiations, finalize agreements, and serve as the telco SME for non‑owned accounts. Develop and implement joint sales strategies to maximize market reach and revenue potential. Report alliance performance, pipeline, and revenue contributions to senior leadership. Co‑innovate between SUSE and target GSIs, driving differentiated solutions into the telco market aligned with both organizations’ strategies. Identify and target sales opportunities with telecom operators, focusing on 5G, RAN, and Access use cases. Build and maintain relationships with key operator stakeholders. Collaborate with Account Executives to create and execute targeted account plans. Support sales enablement by creating impactful sales plays and customer‑facing materials. Qualifications & Experience
15+ years in global alliance/partnership leadership, with commercial accountability for both direct and indirect virtual teams. 10+ years in the enterprise infrastructure software industry with alliances, partnership sales, and relationship management. Strong understanding of telecommunications operators’ business needs and the value of open source solutions. Effective at growing, maintaining, and influencing partner relationships at all levels, including day‑to‑day execution and senior leadership. Excellent communication, negotiation, and presentation capabilities; able to articulate complex business proposals. Highly effective cross‑functional leadership and collaboration skills; able to bring together a virtual team for shared execution. Experience coordinating multi‑partner solution and GTM plans with adjacent partners (GSI, ISV, etc.). Strong market knowledge and ability to create successful commercial growth strategies; own and execute long‑term strategic plans. Demonstrated success applying commercial analytical skills to long‑term business planning with tangible outcomes. Knowledge of SUSE’s product portfolio is a strong plus. Willingness to travel up to 30% globally. Personal Attributes
Growth mindset – streamline, delegate, and guide a virtual team toward one goal. Leadership/Influence – drive a virtual global team with execution focus and results delivery. Strategic negotiation skills to solve problems, resolve issues, and manage conflict. Excellence at dealing with ambiguity and remaining calm and productive under pressure. Benefits & Compensation (US Only)
US base salary range: $131,000 – $239,000. Includes commission plan and attractive benefits package. US benefits: comprehensive medical plan, life and disability insurance, 401(k), Employee Assistance Program, generous paid time off, and leave policies.
#J-18808-Ljbffr