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Posted about 1 year ago

SUSE®, a pioneer in open source software, provides reliable, interoperable Linux and cloud infrastructure solutions that give enterprises greater control and flexibility. More than 20 years of engineering excellence, exceptional service and an unrivaled partner ecosystem power the products and support that help our customers manage complexity, reduce cost, and confidently deliver mission-critical services. The lasting relationships we build allow us to adapt and deliver the smarter innovation they need to succeedtoday and tomorrow. SUSE is an independent brand of the Micro Focus Group.

Location: Germany, any city (Home Office)

Job Summary: Senior sales expert of SUSE Linux Enterprise products and solutions. Thoroughly understands SUSE's capabilities and positioning in the market. Have a good understanding of related competitive products and solutions. Focused on top (new and existing) accounts in the German public sectormarket and acquiring significant new sales opportunities. Proven network of CxO level contacts into top German headquartered public secotr. Specialist who sells with partners and understands how to match SUSE Linux Enterprise solutions to their client's business issues. Establishes a strong internal network and a proven ability to creatively apply resources to meet customers needs.

Objective: Meet and exceed sales and coverage objectives for assigned account. Focus on new opportunity acquisition and extending existing customer relationships. Actively support SUSE's strategic indirect sales model by providing partners access to vendor competency and support them to close significant business for SUSE in assigned accounts.

Responsibilities:
  • Use and build relationship into assigned accounts and be responsible for generating business with them focusing on public sector in Germany.
  • Identify, manage and close new business for SUSE Linux Enterprise solutions within a defined set of new and existing named accounts.
  • Secure installed base by renewing and upselling as well as identifying potential to extend this base into new areas.
  • Do so by closely working with channel partners to support their development into a specialized sales and consulting force for SUSE Linux Enterprise solutions that will provide scalability in the market.
  • Develop strategic relationship with senior executives in top accounts and channel partners.
  • Work closely with SUSE's Partner Executives in order to drive business through their assigned partners.
  • Communicate and demonstrate the benefits of SUSE Linux Enterprise products and solutions to both customers and partners.
  • Secure and coordinate necessary SUSE and partner resources to sell to, deliver to and support assigned accounts to their best satisfaction.
  • Works closely with the TSS (Territory Sales Specialist) and Internal Sales.
  • Focus on New Business
  • Start date: As soon as possible

    Key Performance Indicators:
  • Attainment of Quota for sales of SUSE Linux Enterprise solution products with assigned accounts.
  • Trusted business relationship with senior executives of named accounts.
  • Significant progress in generating new business within assigned accounts and new markets and driving business through SUSE's channel partners.
  • Candidate Profile
  • University degree in a business related discipline.
  • Minimum 5 years of professional experience, preferably in IT / Data Center sales.
  • Demonstrates experience & success in building a well educated and performing channel.
  • Demonstrates experience & success in selling to public sector in Germany
  • Hunting sales mentality.
  • Brings a solid understanding of the Linux, Data Center and Cloud market and related customer needs.
  • Experienced in selling in teams across organizational boundaries.
  • Excellent communication and presentation skills.
  • In-depth and comprehensive knowledge of usual sales methodologies.
  • Fluent written and verbal communication in English and German.
  • Willingness to travel and flexibility in working hours required.
  • About SUSE

    SUSE, a pioneer in open source software, provides reliable, software-defined infrastructure and application delivery solutions that give enterprises greater control and flexibility. More than 25 years of engineering excellence, exceptional service and an unrivaled partner ecosystem power the products and support that help our customers manage complexity, reduce cost, and confidently deliver mission-critical services. The lasting relationships we build allow us to adapt and deliver the smarter innovation they need to succeedtoday and tomorrow.