Account Executive, Enterprise Sales

About UsAlways 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 Enterprise (SLE), Rancher and NeuVector. 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.We are open in our roots and open in our approach, striving to be the most trusted open innovator in the World. Openness extends beyond our technology. Our vibrant community thrives on diversity and connectivity without borders.Account Executive, Enterprise SalesJob DescriptionServes as the overall strategic account lead (single point of contact) for numerous named accounts in an assigned country, geographic territory and/or industry; understands a client’s key business and IT challenges and requirements and is focused on driving value for the client, while maximizing revenue and margin for the company. Specializes in a value or volume specialty (servers, storage, services, etc) with focus on growing the base business, complex solutions, and net new business opportunities. Role is supported primarily by presales and inside sales resources.Responsibilities:• Develops account plans and long-term sales pipeline to increase the company's market share.• Focuses on larger deals/opportunities and value and/or volume portfolio management, and selling a range of company products and emerging technology solutions.• Works with management to develop future business plans; independently determines methods for achieving plans.• Extensive time spent working with and leveraging a diverse set of external partners.• Builds strong professional relationships with key IT and business executives, including C level Executives.• Applies consultative-selling techniques to identify and advance opportunities that result in ongoing profitable revenue growth for the company.• Maintains high-level of customer loyalty and builds trust and integrity, as indicated in company conducted surveys and reports.• Advocates for client needs in negotiating solution sales and troubleshooting delivery issues.• Develops joint business plan with the customer.• Analyzes client industry and competitive research and information to facilitate rich client dialogue.• Actively manages the account to protect and grow the company's business; coordinates all account forecasts, planning and reporting.• Directs and coordinates all activity on account(s).• Focuses on generating net new business• Builds, monitors and manages sales pipeline activity.• Responsible for achieving/managing quarterly, half yearly, annual quota and/or margin.• Enters all opportunities in pipeline tool and updates them weekly• Builds a list of customers willing to be a reference in person or print.• Ability to implement margin recovery activities/strategies.• 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 (Volume Direct or Indirect).Education and Experience Required:• University or Bachelor's degree; Advanced degree or MBA preferred.• Prior selling experience includes multiple, diverse set of selling responsibilities.• Viewed as expert in given field by company and customer; is a mentor of selling strategy, including designing strategy.• Typically 12+ years of experience as referenced above.• 5 years commercial account management experience.• Highly experienced in product specialty (computers, printers, servers, storage).• Experience in related industry.Knowledge and Skills:• Knows how to motivate partners to sell our solutions.• Have excellent time management skills and presentation skills. Is the go-to expert for the technology or solution being presented.• Strong high-level customer management relationship building, especially working with executives in lines of business, as well as C-suite executives• High level of negotiation skills at high level customer management.• Adept at advanced sales negotiations and positioning solution value under pricing pressures from customer IT and procurement professionals.- proactive presentation of value solutions• Extensive partner organization intelligence and ability to work closely with multiple partners, to engage the client in business solutions.• Uses financial-selling techniques with the client and company internal to position value and advance sales motions.• Expertise in managing end- to-end sales processes in complex, large deals.• Relevant knowledge of client's industry; keeps abreast of trends and lead discussions with IT on strategic directions and linking discussions.• Strong knowledge of the company's breadth of solutions and engages specialist resources as needed.• 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 complex, large deal basis.• Excels in competitive selling skills.• Sell across platform and specialty.• Strong hunter mentality and ability to ignite white space accounts• Extensive travel required (70-80%)JobSalesWhat We OfferWe empower you to be bold, driving your career to create the future you want. We celebrate and reward your achievements. SUSE is a dynamic environment that is evolving rapidly, thus requiring agility, strong entrepreneurship and an open mind.This is a compelling opportunity for the right person to join us as we continue to scale and prosper.  If you’re a big thinker, obsessed by execution and thrive in a dynamic environment in which you can tangibly create a lasting legacy, then please apply now! We give you the freedom to be yourself. You will work in a global community of unique individuals – like you – with different backgrounds, talents, skills and perspectives. A truly open community where everyone is welcome, has a voice and is encouraged to reach their full potential regardless of age, gender, race, nationality, disability, sexual orientation, religion, or any other characteristics.  Sounds like the right fit for you? Click Apply to submit your resume. A recruiter will contact you if your skills match our current or any future positions. In the meantime, stay updated on the latest SUSE news and job vacancies by joining our Talent Community.SUSE Values• We are passionate about customers • We are respectful and inclusive • We are empowered and accountable  • We are trustworthy and act with integrity • We are collaborative • We are SUSE!