Account Executive - Enterprise East

SUSE•Out of Home, Michigan, USA, MI

21h•$200,000 - $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 requires strategic thinking, cross-functional collaboration, and a focus on 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 Account Executive serves as the primary customer contact throughout the sales process, from initial engagement through negotiation and closing complex deals, then hands accounts over to Customer Success for implementation and post-sale support. The role partners with SUSE teams and ecosystem partners to develop account plans, bundle solutions, and pursue opportunities for growth.

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.
Analytical skills to understand market trends and apply insights to sales strategies.
Problem-solving skills and a focus on innovative solutions to client challenges.
Ability to collaborate cross-functionally with internal teams and external partners.
Experience using CRM tools to manage pipelines and forecast sales accurately.
Ability to apply enterprise sales methodologies such as 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-reference checks, after accepting an offer, 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 to understand client goals and challenges relating to mission-critical workloads and innovation, and align SUSE products, services, and solutions with customer needs.
Take ownership of professional development, advance sales skills, and deepen expertise in SUSE’s value proposition.
Identify and pursue upselling and cross-selling opportunities using customer knowledge, SUSE’s capabilities, and competitive insights.
Monitor market trends and competitor activities to refine sales strategies.
Maintain CRM records of activities, opportunities, and deals to manage the pipeline, forecast sales, and track performance.
Manage the sales process from initial contact through negotiation, closing, and handover to Customer Success.
Partner with SUSE ecosystem partners to 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 promising accounts each quarter, setting milestones and timelines to pursue market-share growth.