Account Executive - Private Sector

SUSE; São Paulo; Híbrido; BRL 180 000 - 300 000; Tempo integral

Resumo da oferta

SUSE seeks an Account Executive to drive strategic growth for private sector clients in a dynamic, global open source environment. You will manage key accounts, identify opportunities, and align SUSE’s value proposition with customer objectives to deliver long-term value.

Successful candidates will excel at relationship-building, cross-functional collaboration, and navigating complex sales cycles with a focus on revenue growth and customer success.

Qualificações

• Experience in sales and account management with a track record of meeting or exceeding targets.
• Ability to engage CXO-level stakeholders and drive strategic outcomes.
• Familiarity with CRM tools and enterprise sales methodologies.

Responsabilidades

• Establish and enhance relationships with key stakeholders, including CXOs.
• Build relationships with Economic Buyer, Technical Buyer, Coach & Executive Buyer.
• Apply consultative selling to understand client goals and ambitions.
• Serve as trusted advisor by aligning SUSE offerings to client needs.
• Own professional development and maintain a growth mindset.
• Drive upselling and cross-selling opportunities leveraging market knowledge.
• Monitor market trends and refine sales strategies to stay competitive.
• Maintain CRM hygiene and manage the sales pipeline from contact to close.

Conhecimentos

Account management

Sales targets

CRM tools

Executive stakeholder influence

Open Source knowledge

Ferramentas

Salesforce

Clari

Descrição da oferta de emprego

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.

Account Executive - Private Sector Job Description

Role Overview Drive strategic growth for SUSE by managing a portfolio of key accounts within a specified territory or industry. The Account Executive is responsible for identifying and capitalising on new business opportunities, deepening customer relationships, and aligning SUSE’s comprehensive value proposition with customer objectives. The role demands a high level of strategic thinking, the ability to collaborate with cross-functional teams, and a focus on delivering high-value solutions that enhance customer success and drive market share. Success in this role is measured by revenue growth, customer satisfaction, and the ability to effectively navigate large-scale account dynamics.

Key Responsibilities

• Establish and enhance strong relationships with key stakeholders, including CXO-level executives.
• Building key relationships - Economic Buyer (internal customer), Technical Buyer (our liaison), Coach & Executive Buyer (Champion).
• Apply consultative-selling techniques to develop a deep understanding of client goals, challenges, and ambitions related to mission critical workloads and innovation.
• Serve as a trusted advisor by aligning SUSE's offerings with client needs, curating a precise mix of products, services, and solutions to address their challenges and deliver long term value.
• Take proactive ownership of your professional development by staying curious and embracing a growth mindset.
• Focus on driving your success, advancing your skills as a Sales professional, and deepening your expertise in the SUSE value proposition.
• Proactively identify and capitalise on upselling and cross-selling opportunities - leveraging customer knowledge, expertise on SUSE’s market presence and capabilities, and the competitive landscape.
• Monitor market trends and competitor activities to refine sales strategies and stay competitive.
• Consistently maintain CRM hygiene by updating all activity, opportunities & deals regularly - to manage the sales pipeline, provide accurate sales forecasts, and track performance.
• Serve as the primary point of contact for customers, managing all aspects of the sales process from initial contact, through negotiation and closing of complex sales deals, to handover to Customer Success for implementation and post-sale support, ensuring long-term value based relationships.
• Partner with the SUSE ecosystem of partners to enhance and bundle solution offerings, leverage their relationships with customers and extend business opportunities.
• Collaborate on Account Plans with your counterparts across Pre-Sales, Inside Sales, Partner Ecosystem, Specialist Sales teams to deliver comprehensive solutions and help drive traction.
• Identify and prioritise key accounts each quarter that have a strong potential for adopting SUSE products and solutions - setting clear milestones and timelines to maximise opportunities for significant market share growth.

Skills & Experience

• Experience in sales, and account management, with a proven track record of meeting or exceeding sales targets.
• Knowledge of the enterprise software industry - particularly solutions such as Linux Infrastructure, Hybrid Cloud, Container Management, Edge, Artificial Intelligence and Security.
• Excellent verbal and written communication skills, with the ability to influence senior stakeholders - presenting complex technical solutions in a clear and compelling manner.
• Analytical skills to understand market trends and apply insights to sales strategies.
• Strong problem-solving skills with a focus on finding innovative solutions to client challenges.
• Proven ability to work cross-functionally, collaborating with internal teams and external partners.
• Experience working with CRM tools (e.g., Salesforce, Clari) to manage pipelines and forecast sales accurately.
• Ability to apply enterprise sales methodologies, particularly MEDDPICC, Challenger or similar frameworks.
• Industry certifications in sales or IT are a plus.
• Understanding of Open Source and transformation topics, such as cloud-native application development and cloud migration.

Job Sales 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

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.

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 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.

Welcome Welcome to your SUSE journey! We are a global leader in innovative, reliable, and enterprise-grade open source solutions. We specialise in Enterprise Linux, Kubernetes Management, and Edge solutions, collaborating with communities and making innovation possible everywhere. Choose open, choose SUSE!