Account Executive - West Enterprise

SUSE • Arlington, TX

1d • $280,000 - $300,000

About The Position

Drive strategic growth for SUSE by managing a portfolio of key accounts within a specified territory or industry. The Account Executive identifies and capitalizes on new business opportunities, deepens customer relationships, and aligns SUSE’s value proposition with customer objectives. The role involves strategic thinking, collaboration with cross-functional teams, and delivering high-value solutions that enhance customer success and grow market share. Success is measured by revenue growth, customer satisfaction, and the ability to navigate large-scale account dynamics.

The role manages the customer sales process from initial contact through negotiation and closing of complex deals, then hands accounts over to Customer Success for implementation and post-sale support. It also involves working with SUSE’s partner ecosystem and internal sales teams to build account plans and comprehensive solutions. The position is subject to background checks, including criminal, credit, and/or employment references, conducted after an offer is accepted where legally permitted.

Requirements

• Sales and account management experience with a proven record of meeting or exceeding sales targets.
• Knowledge of enterprise software, particularly Linux infrastructure, hybrid cloud, container management, edge, artificial intelligence, and security solutions.
• Excellent verbal and written communication skills, including the ability to influence senior stakeholders and explain complex technical solutions clearly and compellingly.
• Analytical skills to understand market trends and apply insights to sales strategies.
• Strong problem-solving skills and an orientation toward innovative solutions to client challenges.
• Ability to collaborate across internal teams and with external partners.
• Experience using CRM tools such as Salesforce or Clari to manage pipelines and forecast sales.
• Ability to apply enterprise sales methodologies, particularly MEDDPICC, Challenger, or similar frameworks.
• Understanding of open source and transformation topics, such as cloud-native application development and cloud migration.
• Completion of background checks, including criminal, credit, and/or employment references, after offer acceptance where legally permitted.

Nice To Haves

• Industry certifications in sales or IT.

Responsibilities

• Build and strengthen relationships with key stakeholders, including CXO-level executives, economic buyers, technical buyers, coaches, and executive buyers.
• Use consultative-selling techniques to understand clients’ goals and challenges involving mission-critical workloads and innovation, and align SUSE products, services, and solutions to their needs.
• Take ownership of professional development, sales skills, and expertise in SUSE’s value proposition.
• Identify and pursue upselling and cross-selling opportunities using customer knowledge, SUSE’s market capabilities, and competitive insight.
• Monitor market trends and competitor activity to refine sales strategies.
• Maintain CRM records of activities, opportunities, and deals to manage the pipeline, forecast accurately, and track performance.
• Serve as the primary customer contact throughout the sales process, from initial contact through negotiation and deal closing, and hand over to Customer Success for implementation and post-sale support.
• Partner with SUSE’s ecosystem partners to enhance and bundle solutions, leverage customer relationships, and extend business opportunities.
• Collaborate on account plans with Pre-Sales, Inside Sales, Partner Ecosystem, and Specialist Sales teams.
• Identify and prioritize accounts each quarter with strong potential to adopt SUSE products and solutions, and set milestones and timelines to grow market share.

Benefits

• May be eligible for a competitive benefits package, including comprehensive medical coverage, life and disability insurance, a 401(k) plan, an Employee Assistance Program, and generous paid time off and leave policies.
• The position may be eligible for a commission plan.

What This Job Offers

• Job Type: Full-time
• Education Level: No Education Listed