Note: The job is a remote job and is open to candidates in USA. SUSE is a global leader in innovative enterprise open source solutions, and they are seeking an Enterprise Account Executive to lead their account management efforts. This role focuses on driving value for clients while maximizing revenue, managing strategic enterprise accounts, and selling a range of products and solutions.
Responsibilities
- Coordinates/Owns account plans for strategic enterprise accounts in the account planning process
- Focuses on larger deals/opportunities and value and/or volume portfolio management, and selling a range of company products and solutions
- Uses specialty to leverage existing opportunities and branch into more than one BU in the account
- Establishes a professional working relationship (up to the executive level) with clients, and develops a core understanding of the unique business needs
- Engages partners effectively to improve win rates on selective deals
- Builds growth opportunities using the account planning process; actively manages planning process through scheduled reviews and updates
- Generates leads for company volume products and certain value products and collaborates with other specialists or partners as needed
- Responsible for achieving/managing quarterly, half yearly or yearly quota
- Enters opportunities in pipeline tools and updates them weekly. Recommends and Implements Pipeline management practices
- Sell solutions that include hardware, software and services
- Build and deploy a territory account plan that includes working with partners, specialists
- Ability to implement margin recovery activities/strategies in full ownership of the account or in partial ownership depending on account coverage
- Acts as a first interface for international accounts in collaboration with members of global business teams, and local teams
- Identifies customer requirements, matches with company capabilities and chooses the respective company supply chain accordingly (Direct or Indirect)
- Reviews and designs sales policy and strategy
Skills
- Has deep knowledge of basic enhanced products, solution and service offerings as well as competitors' offerings
- Typically 5-8 years of experience as referenced above
- Account management experience required
- Experience in product specialty (computers, printers, servers, storage)
- Broad understanding of the customer's needs; applies standard as well as creative solutions to meet those needs
- Ability to coordinate internal and external partners to deliver appropriate solution sale
- Able to interface with senior levels internal to the company and external client and partner groups
- Knows when to adjust business plans based on account and industry segment opportunities
- Use consultative selling skills to proactively help customer's with making IT business decisions
- Partner organization intelligence aligned with partner management skills
- Conceptualizes and articulates well-targeted solutions in area of specialty - from proposal to contract sign off
- Ability to understand the customer's business issues and translate to the company's solutions
- Ability to prioritize and drive strategic sales activity on a solution basis
- Excels in competitive selling skills
- Needs a good understanding of the channel and how to partner
- University or Bachelor's degree preferred
- Extensive vertical industry knowledge and advanced degree of selling skills
Benefits
- Commission
- Comprehensive medical plan
- Life and disability insurance
- 401k
- Employee Assistance Programme
- Generous paid time off and leave policies
- Commission plan
- Competitive benefits package
- Comprehensive medical coverage
- Life and disability insurance
- A 401(k) plan
- An Employee Assistance Program
- Generous paid time off and leave policies
Company Overview
SUSE provides reliable and interoperable Linux and cloud infrastructure solutions that give enterprises greater control and flexibility. It was founded in 1992, and is headquartered in Nuremberg, Bayern, DEU, with a workforce of 1001-5000 employees. Its website is http://www.suse.com.Company H1B Sponsorship
SUSE has a track record of offering H1B sponsorships, with 2 in 2025, 6 in 2024, 3 in 2023, 9 in 2022, 9 in 2021, 1 in 2020. Please note that this does not guarantee sponsorship for this specific role.