Strategic Account Executive - East Coast

SUSE • MA

110d

About The Position

Drive strategic growth for SUSE by managing a portfolio of key accounts within a specified territory or industry. The Account Executive is responsible for identifying and capitalising on new business opportunities, deepening customer relationships, and aligning SUSE’s comprehensive value proposition with customer objectives. The role demands a high level of strategic thinking, the ability to collaborate with cross-functional teams, and a focus on delivering high-value solutions that enhance customer success and drive market share. Success in this role is measured by revenue growth, customer satisfaction, and the ability to effectively navigate large-scale account dynamics.

Requirements

• Experience in sales and account management, with a proven track record of meeting or exceeding sales targets.
• Knowledge of the enterprise software industry, particularly solutions such as Linux Infrastructure, Hybrid Cloud, Container Management, Edge, Artificial Intelligence and Security.
• Excellent verbal and written communication skills, with the ability to influence senior stakeholders.
• Analytical skills to understand market trends and apply insights to sales strategies.
• Strong problem-solving skills with a focus on finding innovative solutions to client challenges.
• Proven ability to work cross-functionally, collaborating with internal teams and external partners.
• Experience working with CRM tools (e.g., Salesforce, Clari) to manage pipelines and forecast sales accurately.
• 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.

Nice To Haves

• Industry certifications in sales or IT are a plus.

Responsibilities

• Establish and enhance strong relationships with key stakeholders, including CXO-level executives.
• Apply consultative-selling techniques to develop a deep understanding of client goals, challenges, and ambitions related to mission critical workloads and innovation.
• Serve as a trusted advisor by aligning SUSE's offerings with client needs, curating a precise mix of products, services, and solutions to address their challenges and deliver long term value.
• Proactively identify and capitalise on upselling and cross-selling opportunities.
• Monitor market trends and competitor activities to refine sales strategies and stay competitive.
• Consistently maintain CRM hygiene by updating all activity, opportunities & deals regularly.
• Serve as the primary point of contact for customers, managing all aspects of the sales process from initial contact to handover to Customer Success.
• Partner with the SUSE ecosystem of partners to enhance and bundle solution offerings.
• Collaborate on Account Plans with counterparts across various teams to deliver comprehensive solutions.
• Identify and prioritise key accounts each quarter that have a strong potential for adopting SUSE products and solutions.

Benefits

• Dynamic environment that is evolving rapidly, requiring agility and strong entrepreneurship.
• Opportunity to join a global community of unique individuals with different backgrounds, talents, skills and perspectives.
• Encouragement to reach full potential regardless of age, gender, race, nationality, disability, sexual orientation, religion, or any other characteristics.

What This Job Offers

• Career Level: Entry Level
• Number of Employees: 1,001-5,000 employees