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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.
New Business Account Executive- Northern Germany
Job Description
Role Overview
Drive strategic growth for SUSE by managing a portfolio of key accounts within a specified territory Northern part of Germany. 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.
Key Responsibilities
Concentrate efforts on key accounts within the assigned market to identify upselling and cross-selling opportunities.
Utilize an established network of high-level contacts, including CxOs, within target companies.
Be able to segment a territory into ABC customers and identify high potential customers to prospect.
Act as an entrepreneur in your territory. Invent and drive actions to identify opportunities in your assigned territory supported by marketing in close collaboration with Suse ecosystem (partner).
Actively drive and own pipeline generation and ensure a weekly progress in 4 quarter rolling pipeline.
Accurately forecast sales outcomes using SUSE's established methodologies
Develop an in-depth understanding of SUSE's market presence, capabilities, portfolio and competitive landscape.
Align SUSE offerings with clients' business challenges and needs.
Curate a precise mix of products, services, and solutions to effectively address client challenges.
Foster and expand a robust internal network to creatively coordinate teams to meet client needs.
Act as a natural networker, striking a balance between long-term value, personal achievement, and SUSE's interests.
Play an active role in bolstering SUSE's strategic indirect sales model by orchestrating sales within the ecosystem.
Serve as a mentor and role model, embodying integrity, capabilities, and results.
Cultivate trust as a reliable advisor both internally and externally.
Proactively seek opportunities for improvement, maintaining current certification and sales skills.
Actively share best practices in the team and outside of the team within deal coaching sessions
Skills & Experience
Be creative in how to identify potential new business opportunities within your assigned territory.
Fluent English/German & the candidate based or willing to relocate to Northern Germany
Strong understanding of enterprise sales methodologies, particularly MEDDPICC.
Very good understanding of cloud native and container (Kubernetes) technology.
Ideally, in-depth understanding of RHOS and Tanzu solutions.
Proven track record of exceeding sales quotas and goals.
Ability to translate customer business issues into suitable solutions using innovative approaches.
Coordination of internal and external collaborators at various levels for solution-oriented sales.
Relationship management at higher management and executive tiers across different business lines.
Knowledge of territory markets and customer industries, with an eye on trends and strategic directions.
Strategic prioritization of complex solution-based sales activities.
Excellent negotiation, communication, deal-closing and interpersonal skills.
Proactive approach to seeking continuous improvement and staying updated on industry trends.
Relevant certifications or training in sales methodologies is a plus.
Strong team player with the ambition to grow the business in the team.
Be open, coachable and learn from others.
Personal Attributes
Role model, mentor, and trusted advisor both internally and externally, by demonstrating highest levels of integrity, the right intent, capabilities, and results
Excellent relationship building skills
Focused on continuous improvement (of self)
Job
SalesWhat We Offer
We empower you to be bold, driving your career to create the future you want. We celebrate and reward your achievements.
SUSE is a dynamic environment that is evolving rapidly, thus requiring agility, strong entrepreneurship and an open mind.
This is a compelling opportunity for the right person to join us as we continue to scale and prosper.
If you’re a big thinker, obsessed by execution and thrive in a dynamic environment in which you can tangibly create a lasting legacy, then please apply now!
We give you the freedom to be yourself. You will work in a global community of unique individuals – like you – with different backgrounds, talents, skills and perspectives. A truly open community where everyone is welcome, has a voice and is encouraged to reach their full potential regardless of age, gender, race, nationality, disability, sexual orientation, religion, or any other characteristics.
Sounds like the right fit for you? Click Apply to submit your resume. A recruiter will contact you if your skills match our current or any future positions. In the meantime, stay updated on the latest SUSE news and job vacancies by joining our Talent Community.
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