Director of Ecosystem Sales

SUSE•Out of Home, FL

About The Position

Always open. Our code, our culture, our opportunities. Leading open innovation without limits. We are SUSE. SUSE is a global leader in innovative, reliable, and secure enterprise open source solutions, including SUSE® Linux Suite , SUSE® Rancher Suite , SUSE® Edge Suite , and SUSE® AI Suite . More than 60% of the Fortune 500 rely on SUSE to power their mission-critical workloads, enabling them to innovate everywhere – from the data center to the cloud, to the edge and beyond. 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 . Director of Ecosystem Sales Job Description Role Summary SUSE is seeking a Director of Ecosystem Sales to lead revenue growth and strategic execution across Independent Hardware Vendor (IHV) and Independent Software Vendor (ISV) partnerships. This role sits at the intersection of ecosystem strategy, partner-led sales execution, and go-to-market alignment. The Director will be accountable for driving joint revenue, expanding solution adoption, and operationalizing SUSE’s ecosystem strategy across priority partners. The ideal candidate brings deep experience working with enterprise infrastructure ecosystems, understands how to build repeatable co-sell motions, and can translate strategy into measurable commercial outcomes.

Requirements

10+ years of experience in enterprise software or infrastructure sales, alliances, or ecosystem roles
Proven track record driving revenue through IHV and/or ISV partnerships
Strong understanding of enterprise Linux, cloud-native platforms, Kubernetes, and hybrid/multi-cloud environments
Experience working with global sales organizations and regional execution models
Executive presence with the ability to influence internally and externally
Demonstrated ability to translate strategy into execution

Nice To Haves

Experience with open source ecosystems and community-driven business models
Familiarity with SUSE portfolio (SUSE Linux Enterprise, Rancher, Edge, SAP, AI, or Cloud)
Prior leadership experience managing partner or alliance teams
MBA or equivalent business education

Responsibilities

Own ecosystem-sourced and ecosystem-influenced revenue targets across IHV and ISV partners.
Build and execute joint sales motions with strategic partners, including account mapping, pipeline creation, and co-selling.
Partner closely with regional sales leadership to embed ecosystem plays into field execution.
Establish and track KPIs for partner performance, pipeline health, and revenue contribution.
Lead executive relationships with priority IHV and ISV partners (e.g., OEMs, cloud infrastructure, platform and software providers).
Develop joint value propositions and solution messaging aligned to SUSE Linux, Rancher, Edge, SAP, and cloud-native portfolios.
Drive partner enablement for sales, technical, and marketing teams to ensure consistent execution.
Identify and onboard new partners aligned to SUSE’s strategic growth areas.
Operationalize SUSE’s global ecosystem strategy through defined partner tiers, focus areas, and investment priorities.
Translate corporate strategy into actionable regional and partner-level plans.
Collaborate with Product Management and Engineering to influence roadmap priorities based on ecosystem demand.
Support M&A and strategic initiatives by assessing ecosystem impact and integration opportunities.
Partner with Ecosystem Marketing to drive joint campaigns, solution launches, and field-ready assets.
Support industry solutions and vertical plays through ecosystem collaboration.
Represent SUSE at partner events, industry conferences, and executive briefings.
Provide leadership, mentoring, and direction to ecosystem sales managers or partner leads (where applicable).
Establish operating cadence with partners, including QBRs, pipeline reviews, and executive steering committees.
Ensure alignment with legal, finance, and operations on contracts, incentives, and compliance.

Benefits

US benefits include a comprehensive medical plan, life and disability insurance, 401k, Employee Assistance Programme and generous paid time off and leave policies.

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