Account Executive New Business

vor 24 Stunden

Düsseldorf, Deutschland SUSE Vollzeit

About Us

**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 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 New Business

**The Role**

Since its inception in 1992, SUSE has been at the forefront of technical innovation where change has been the only constant. An IPO transition in 2021 has brought a new pace of growth and evolution.

The primary responsibility of this position is Identify, discover, oversee and win new business for SUSE solutions with selected high profile, new and emerging accounts.

The Account Executive - New Business concentrates on esteemed clientele spanning various sectors who haven't had extensive prior dealings and for whom Suse is not yet a key IT vendor. Cultivate strong customer relationships, encompassing interactions up to CXO-level executives. Put forth SUSE's tailored solutions that expeditiously address customer concerns, working alongside a multifaceted team including inside sales representatives, solution architects, premium support specialists, partner sales experts, and consulting service professionals. Collaborate harmoniously with internal stakeholders to propose SUSE solutions, guiding customers toward successful digital transformations. By using MEDDPICC methodologies, you will identify and successfully complete key initiatives for your client and actively share your experience in the team.

The Account Executive - New Business exceeds predetermined sales and coverage targets for designated accounts, emphasizing the acquisition of novel opportunities while simultaneously enhancing existing customer connections.

**Focus Areas**
- Accurately forecast sales outcomes using SUSE's established methodologies
- Develop an in-depth understanding of SUSE's market presence, capabilities, portfolio and competitive landscape.
- Align SUSE offerings with clients' business challenges and needs.
- Curate a precise mix of products, services, and solutions to effectively address client challenges.
- Concentrate efforts on key accounts within the assigned market to identify upselling and cross-selling opportunities.
- Utilize an established network of high-level contacts, including CxOs, within target companies.
- Foster and expand a robust internal network to creatively coordinate teams to meet client needs.
- Act as a natural networker, striking a balance between long-term value, personal achievement, and SUSE's interests.
- Play an active role in bolstering SUSE's strategic indirect sales model by orchestrating sales within the ecosystem.
- Serve as a mentor and role model, embodying integrity, capabilities, and results.
- Cultivate trust as a reliable advisor both internally and externally.
- Proactively seek opportunities for improvement, maintaining current certification and sales skills.
- Be able to segment a territory into ABC customers and identify high potential customers to prospect.
- Act as an entrepreneur in your territory. Invent and drive actions to identify opportunities in your assigned territory supported by marketing in close collaboration with Suse ecosystem (partner).
- Actively drive and own pipeline generation and ensure a weekly progress in 4 quarter rolling pipeline.
- Actively share best practices in the team and outside of the team within deal coaching sessions

**Preferred Experience & Skills**
- Be creative in how to identify potential new business opportunities within your assigned territory.
- Strong understanding of enterprise sales methodologies, particularly MEDDPICC.
- Proven track record of exceeding sales quotas and goals.
- Ability to translate customer business issues into suitable solutions using innovative approaches.
- Coordination of internal and external collaborators at various levels for solution-oriented sales.
- Relationship management at higher management and executive tiers across different business lines.
- Knowledge of territory markets and customer industries, with an eye on trends and strategic directions.
- Strategic prioritization of complex solution-based sales activities.
- Excellent negotiation, communication, deal-closing and interpersonal skills.
- Proactive approach to seeking continuous improvement and staying

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