Account Executive - Central Commercial

SUSE • Washington, DC

1d • $300,000 - $323,000

About The Position

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

The Account Executive manages the sales process from initial contact through negotiation and closing, then hands accounts over to Customer Success for implementation and post-sale support. The role works closely with customers, SUSE teams, and ecosystem partners to develop account plans and comprehensive solution offerings.

Requirements

• Sales and account management experience with a proven record of meeting or exceeding sales targets.
• Knowledge of the enterprise software industry, 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 an ability to find innovative solutions to client challenges.
• Ability to collaborate cross-functionally with internal teams and 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, which may include criminal, credit, and/or employment references, 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 techniques to understand client goals and challenges related to mission-critical workloads and innovation, and align SUSE offerings 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 customer knowledge, SUSE’s capabilities, and competitive insights.
• 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.
• Serve as the primary customer contact and manage the sales process from initial contact through negotiation, closing, and handover to Customer Success.
• Partner with SUSE’s ecosystem partners to bundle solutions, use partner customer relationships, and expand business opportunities.
• Collaborate on account plans with Pre-Sales, Inside Sales, Partner Ecosystem, and Specialist Sales teams.
• Identify and prioritize key accounts each quarter, setting milestones and timelines to pursue adoption of SUSE products and solutions and grow market share.

Benefits

• Competitive benefits package for US-based roles, 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
• Career Level: Mid Level
• Education Level: No Education Listed