Partner Executive, SEA

About Us

SUSE is a global leader of  enterprise open source software. By transforming community innovations into secure, sovereign and AI-ready solutions, SUSE empowers customers to escape vendor lock-in and regain control of their IT destiny. Through industry-leading Linux, Kubernetes, Edge and AI infrastructure solutions, SUSE delivers the flexibility to innovate everywhere—from the data center to multi-cloud and out to the edge. Only SUSE also manages many Linux and Kubernetes distributions. At SUSE, Choice Happens because we prioritize community, interoperability and relentless innovation. Discover how we power mission-critical resilience at www.suse.com. 

Job Description

Develops and nurtures a strategic/mutually beneficial relationship with the partner or with a targeted set of resellers, distributors, Systems Integrators (SIs) and/or Independent Software Vendors (ISVs) and their ecosystem partners to drive additional revenue with joint sales efforts. Coordinates all company activities with the partner, including education, marketing, executive briefings, business planning and client engagements. These jobs focus on selling to customers, typically through work that occurs outside the company offices.

Responsibilities:

• Serves as the expert to the partner for a wide range of extremely complex information regarding product, services, and software transitions, promotions, and configurations.
• Integrates company offerings to become a key part of the partner's business and solutions; May be brought in by partner to sell company brand to end customers.
• Establishes and maintains account plans to promote sales growth
• Leverages partner solution stacks, partner intellectual property, and other capabilities (off-shore/near shore, etc.) to broaden the the company footprint in targeted industries and/or customers.
• Achieves assigned quota for company products, services and software
• Transactional and relationship selling within, and directing, a team of selling professionals; physically visits partner customers at their offices.
• Grow the company business overall and the company's share of business by developing deep strategic relationships with partners.
• Creates, fills-in and manages the company's funnel for deals with partners and transforms potential leads into joint sales activities.
• Actively engages company resources and senior executives to build strategic relationships with the partner which ensures long- term business opportunities for the company.
• Provides the business rationale and risk assessment for making company investments in the partner.
• Works with largest partners accounts with a high strategic value or high risk to the company.
• Ensures that partners are compliant with legal and SBC practices
• May drive SOW growth with distributors who are managing partners on behalf of company.
• May recruit and develop business relationship with new partners.

Education and Experience Required:

• University or Bachelor's degree; advanced degree or MBA preferred.
• Typically 12+ years or more of selling experience at end-user account or partner level.
• Experience as successful account/business manager, selling to CxO and decision-maker level.

Knowledge and Skills:

• Deep understanding of the IT industry, competing vendors, and the channel. Dimensions include competitive positioning and business models.
• Deep understanding of the company's organization & operations, including key business rules, and alignment with company GBU go-to-market strategies, partner segmentation, key programs & initiatives, structure and business model.
• Deep understanding of the company's products, software, and services. Able to communicate the strengths of company's offerings relative to competition, and overcome objections.
• Effectively sells company offerings by building strategic relationships with partner senior management, principles and decision makers; aligning partner and company processes; and promoting company programs and offerings.
• Develops strategic plans with the partner to grow the size of the business and company's share.
• Partners effectively with others in the account to ensure coordinated efficient account management.
• Ability to motivate partner's sales force.
• Coordinates and directs efforts across company sales teams.
• Deep understanding of pipeline management discipline and ability to explain benefits to partners/sales teams.

Job

What 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.

SUSE Values 

SUSE's culture is centered on four key values - Choice, Community, Trust, and Innovation - which are deeply integrated with our open source ethos. SUSE fosters a diverse and inclusive environment where our people are encouraged to be themselves.

Choice: 

We are continuously making choice happen 

We are accountable for our choices 

We never get complacent

Community: 

Nobody is smarter than everybody 

We embrace diversity of thought 

We are “open source first, upstream first” where collaboration benefits all

Trust: 

We are trusted to deliver with integrity 

We offer trust by default, and do not wait for it to be earned

We foster an environment where everyone trusts each other 

Innovation: 

We foster a culture of experimentation, and embrace change by challenging the norm

We are committed to continuous improvement, creativity and adaptability 

Ideas are great, but without execution they are just ideas