Suse Account Executive

SUSE Account Executive - Telco (Germany)

Many of SUSE’s valued customers are long-term, returning customers. Within the Customers for Life (CFL) organization in SUSE, we have a vision to create ‘customers for life’ by building relationships as the leading and most respected partner to deliver measurable value and uncompromising service quality.

Our Enterprise Sales organization is responsible for renewing, upselling and cross selling into our installed base existing SUSE customer base to drive customer value / business outcomes for our customers.

As an Account Executive in CFL, you focus on industry-leading Telco customers with a significant SUSE footprint top-level customer across the Telco industry who have a relationship with SUSE. You build on and expand existing relationships with your customers including their CxO level. You demonstrate SUSE’s value for the customer and propose additional SUSE solutions that will quickly resolve customer issues. You operate collaboratively together with SUSE teams that will include inside sales, emerging product sales specialists, presales engineers, partner sales team and Services and Support teams, who are all touching the customer and the ecosystem.

You are or will become a trusted partner to support your customers journey towards the cloud. Key success indicator in this role is to meet and exceed sales and coverage objectives for your assigned accounts, including subscription renewal targets. You balance your focus on extending customer relationships as well as new opportunity acquisition within these accounts.

Office Location: Combination of home office and SUSE office in Düsseldorf a/o Nürnberg, Germany.

**Responsibilities**
- Be the leader and domain expert for SUSE's Telco customers in Germany.
- Thoroughly understand SUSE's capabilities and positioning in the Telco market and have a good understanding of related and/or competitive products and solutions.
- In addition to be strong in direct sales, you bring solid partner management experience with for handling one of our international service provider which is also taken into account here.
- Secure installed base by renewing and upselling as well as identifying potential to extend this base into new areas.
- Understand and articulate how to match SUSE solutions to their client's business issues.
- Sell the right mix of products, services, and solutions to address those business issues.
- Focus on top accounts assigned to them in the market and identifying significant cross/upsell opportunities.
- Have a proven network of CxO level contacts into target companies.
- Maintain and expand a strong internal network and have a proven ability to creatively pull teams together to meet customers’ needs.
- A natural networker for whom long-term value(s) and success for the team, SUSE and themself are in balance.
- Actively support SUSE's strategic indirect sales model by acting as a “master orchestrator” of the sale in the ecosystem

**What you need to be successful**
- Minimum 8 years’ experience in selling Open Source, Infrastructure, Kubernetes, Cloud Native or Security within the Telco sector.
- Preference for deep existing relationships within Tier 1 Mobile and Fixed Operators - including Deutsche Telekom, Vodafone & O2.
- Experience in working with Partners as the Operators are also a partner channel for SUSE
- Market knowledge of VNF/CNF, Telco cloud Infrastructure, Core & Edge use cases
- Examples of selling to NT & IT DevOps, DevSecOps, Site Reliability Engineers, Infrastructure Leaders, CIO, CTO or CISO
- Technical understanding of MVNO, Access and associated use cases, 5GC, RAN, vBNG, CMTS, CDN, OSS/BSS Experience in working in a Matrix organization / leading a virtual team.
- Documented record of meeting and exceeding forecast and targets.
- Structured selling approach, at SUSE we use MEDDICC.
- Forecast accurately according to SUSE’s playbooks.
- Naturally curious about solving customer problems.
- Have a tenacious and focused approach to managing a sales cycle.

**Why you should apply**
- Continuous career develop and investment in your growth
- Extensive onboarding and enablement
- New hire stock award (RSU)
- Hybrid / Flexible working model
- Eligible for Presidents Club
- Monthly calculated compensation plan
- Generous competitive benefits, including private healthcare and company pension
- Extensive onboarding and enablement

SUSE is a global leader in innovative, reliable and enterprise-grade open-source solutions, relied upon by more than 60% of the Fortune 500 to power their mission-critical workloads. We specialize in Enterprise Linux, Kubernetes Management, and Edge solutions, and collaborate with partners and communities to empower our customers to innovate everywhere -- from the data center to the cloud, to the edge and beyond. SUSE puts the “open” back in open source, giving customers the agility to tackle innovation challenges today and the freedom to evolve their