Account Executive - West

SUSE•Out of Home, California, USA, CA

1d•$200,000 - $300,000

About The Position

The Account Executive drives strategic growth for SUSE by managing a portfolio of key accounts in a specified territory or industry. The role identifies and develops new business opportunities, deepens customer relationships, and aligns SUSE’s offerings with customer objectives. It requires strategic thinking, cross-functional collaboration, and a focus on high-value solutions that improve customer success and grow market share. Success is measured by revenue growth, customer satisfaction, and the ability to navigate large-scale account dynamics.

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.
Strong problem-solving skills and a focus on 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 use 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.

Nice To Haves

Industry certifications in sales or IT.

Responsibilities

Build and strengthen relationships with key stakeholders, including C-suite executives, economic buyers, technical buyers, coaches, and executive buyers or champions.
Use consultative selling to understand client goals and challenges related to mission-critical workloads and innovation, and align SUSE products, services, and solutions with client needs.
Take ownership of professional development, sales skills, and expertise in SUSE’s value proposition.
Identify and pursue upselling and cross-selling opportunities using knowledge of customers, SUSE’s capabilities and market presence, and the competitive landscape.
Monitor market trends and competitor activity to refine sales strategies.
Maintain accurate CRM records of activities, opportunities, and deals to manage the pipeline, forecast sales, and track performance.
Manage the sales process as the primary customer contact, from initial engagement through negotiation and closing complex deals, then hand over to Customer Success for implementation and post-sale support.
Work with SUSE ecosystem partners to bundle and strengthen offerings, leverage partner customer relationships, and expand business opportunities.
Collaborate with Pre-Sales, Inside Sales, Partner Ecosystem, and Specialist Sales counterparts on account plans and comprehensive solutions.
Identify and prioritize quarterly target accounts with strong potential to adopt SUSE products and solutions, setting milestones and timelines to grow market share.