Leader Strategic Accounts

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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.

Leader Strategic Accounts

  

Job Description

   

Role Overview

A strategic leader and subject matter authority responsible for driving transformational growth within SUSE’s most complex and high-impact accounts. This role operates with unique mastery and autonomy, shaping the strategic direction for account management and sales initiatives. The individual in this role is instrumental in developing innovative principles and processes that align with SUSE's long-term goals and acts as a trusted advisor to clients and colleagues alike. Success is defined by high-value client relationships, impactful revenue growth, and the ability to guide strategic sales approaches that advance SUSE’s market leadership.

Key Responsibilities

• Cultivate and sustain influential relationships with CXO-level executives across high-impact accounts, acting as a trusted advisor and ensuring SUSE’s solutions are strategically aligned with the client's long-term goals.
• Utilise unparalleled consultative-selling techniques to deeply understand complex client needs and create custom, high-value solutions that meet their most critical business objectives. Innovate approaches that set new standards for client alignment.
• Proactively shape your professional development as a recognized industry expert and strategic leader. Continuously refine your expertise in SUSE’s solutions and market trends, positioning yourself as a thought leader. Mentor and guide peers, fostering a culture of growth and innovation across the sales team.
• Apply expert knowledge to identify strategic upselling and cross-selling opportunities across complex accounts, designing customised solutions that maximise long-term client value and drive SUSE’s growth.
• Lead market trend analysis and competitor assessment, defining and setting SUSE’s strategic response. Make high-level recommendations for adapting sales tactics to remain at the forefront of industry developments.
• Set standards for CRM management and pipeline forecasting accuracy across the team. Ensure data is strategically leveraged to drive sales strategy and provide training on best practices.
• Own the end-to-end sales process for SUSE’s largest, most complex deals. Utilise independent judgment and high-level negotiation skills to close deals that position SUSE as a long-term partner and maximise value for both SUSE and the client.
• Guide SUSE’s partner ecosystem collaborations by leveraging relationships to create high-value, integrated solutions. Act as a strategic advisor on partnership initiatives to extend SUSE’s market reach and impact.
• Lead and drive high-impact account planning sessions, using expert-level insights to create strategic account roadmaps. Provide recommendations for cross-functional initiatives that advance SUSE’s goals within key accounts.
• Independently identify, prioritise, and manage key accounts with high-growth potential, setting strategic milestones and timelines. Adjust strategies for unique and complex circumstances to capture transformational opportunities.

Skills & Experience

• Extensive experience managing complex account portfolios with a proven record of delivering transformational growth in high-value, competitive environments.
• Unique expertise in enterprise solutions such as Linux Infrastructure, Hybrid Cloud, and AI, with the authority to guide clients on cutting-edge developments and strategic implementations.
• Excellent ability to communicate and influence at the executive level, presenting intricate solutions in a way that aligns with client strategies and secures long-term partnerships.
• Expertise in analysing market data and setting industry standards through innovative recommendations and strategic foresight that keeps SUSE at the forefront of the market