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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.
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Partner Sales Executive Alps Region
Job Description
Focus Areas As a Partner Executive (Alps) you will be responsible for the following areas:
- The Partner Executive (PE) is responsible for partner management of a few selected named channel partners with focus on customer transactions and sales in SUSE Business Critical Linux Product portfolio (BCL) and the Enterprise Container Solutions (ECM) portfolio. To realize this the Partner Executive builds close relationships with named partners, enable the partners and create initiatives to maximize the result. Related to customer opportunities the Partner Executive supports the partners at every stage of the opportunity development aligned with SUSE sales
- As a PE you will be responsible for identifying, recruiting and building up new Partner business relationships for the Alps market as part of the SUSE Sales team. It includes onboarding of new partners, setting up sales and technical enablements, identifying first customer opportunities with partners and accompany partner sales in these first customer opportunities.
- The PE acts as the first contact for all non-named partners and takes care of the incoming partner inquiries from a sales perspective: support of partners in customer opportunities, regular invitations to SUSE enablement training courses, SUSE events, etc. The DPE regularly checks whether we can expand our cooperation with those partners.
- As a Partner Executive you also act as the first contact for our local distributors and our managed service providers in both countries for daily sales engagement. This task also includes topics such as: partner communication about the distribution, partner recruitment along with the distribution and supporting the distribution in opportunities with the channel partners.
- Skills & Experience
- Experience in a partner-facing sales role, with understanding of ecosystems, customer needs and channel sales strategies in key industries such as cloud services, software-defined infrastructure, and open-source solutions.
- Analytical skills to assess market trends, partner performance, and business opportunities, using insights to refine partner strategies and maintain a competitive advantage.
- Expertise in managing customer and partner relationships from initial discussions to long-term strategic alliances, with the ability to build trust and rapport with C-level executives.
- Knowledge of the enterprise software industry - particularly solutions such as Linux Infrastructure, Hybrid Cloud, Container Management, Edge, Artificial Intelligence and Security
- Ability to apply enterprise sales methodologies, particularly MEDDPICC, or similar frameworks. Industry certifications in sales or IT are a plus.
- Strong leadership skills with the ability to manage and coordinate cross-functional teams across partner organisations, influencing decisions and driving mutual business success.
- Experience working with CRM tools (e.g., Salesforce, Clari) to manage pipelines and forecast sales accurately.
- Strong communication skills, both written and verbal, for articulating and translating complex technical solutions into business value propositions, to partners and internal teams, with the ability to guide strategic discussions with senior stakeholders.
- Problem-solving skills that focus on innovative solutions to partner challenges, ensuring both SUSE and its partners achieve their business goals in changing business conditions.
- Advanced sales negotiation and deal-closing skills for high-value, complex deals involving multiple stakeholders, with proven success in steering senior-level discussions and closing opportunities.
- Native German language skills are required to effectively build relationships and drive business within the Alps market.
Job
SalesWhat We Offer
We 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.
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