Account Executive - Public Sector

Suse; Distrito Federal; On-site; BRL 180,000 - 320,000; Full time

Job summary

SUSE is seeking an Account Executive for the Brazilian Public Sector to drive strategic growth by managing key public sector accounts. You will identify new opportunities, deepen relationships with government stakeholders, and align SUSE’s solutions with client objectives at the federal, state, and municipal levels.

Your role requires navigating complex procurement processes, leveraging MEDDPICC, and collaborating with cross-functional teams to win high-value public sector deals while

Qualifications

• Minimum 5 years of complex IT sales experience with direct government customers.
• Strong knowledge of Brazilian public sector procurement laws (Laws 14.133, 13.303, 8666).
• Proficient in MEDDPICC methodology for qualifying and closing deals.
• Experience leveraging AI tools to enhance sales productivity.

Responsibilities

• Establish and maintain relationships with C-level stakeholders in the Brazilian public sector.
• Navigate government procurement processes and bidding cycles from qualification to award.
• Align SUSE offerings with client goals and drive revenue growth.
• Collaborate with cross-functional teams to deliver comprehensive public sector solutions.
• Maintain accurate CRM records and provide reliable sales forecasts.

Skills

MEDDPICC

Govt sales

AI in sales

Open Source

Tools

Salesforce

Clari

Job description

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 - Public Sector

Job Description

Role Overview Drive strategic growth for SUSE by managing a portfolio of key accounts within the Brazilian Public Sector. 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, deep familiarity with government procurement, 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, consistent quota attainment, customer satisfaction, and the ability to effectively navigate complex public sector dynamics.

Key Responsibilities

• Establish and enhance strong relationships with key stakeholders, including CXO-level executives, aligning contacts to key MEDDPICC roles (Economic Buyer, Technical Buyer, Coach, and 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.
• Navigate complex Brazilian public sector procurement processes, tender requirements, and bidding cycles from qualification through contract award.
• Integrate AI tools into day-to-day activities to streamline sales execution, prospect research, pipeline analysis, and administrative workflows.
• Take proactive ownership of professional development by staying curious, embracing a growth mindset, and deepening 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 competitive intelligence.
• Monitor market trends, government regulations, and competitor activities to refine territory strategies.
• Consistently maintain CRM hygiene by updating all activity, opportunities, and 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, to handover to Customer Success for post-sale support.
• Partner with the SUSE ecosystem of partners to enhance and bundle solution offerings, leverage their relationships with government entities, and extend business opportunities.
• Collaborate on Account Plans with counterparts across Pre-Sales, Inside Sales, Partner Ecosystem, and Specialist Sales teams to deliver comprehensive solutions.
• Identify and prioritise key accounts each quarter that have strong potential for adopting SUSE products, setting clear milestones to maximize market share growth.

Skills & Experience

• Proven track record of consistently achieving sales quotas with at least 5 years of complex IT sales experience working directly with the Brazilian Government.
• Deep understanding of Brazilian public sector procurement processes and thorough knowledge of relevant procurement laws (specifically Laws 14.133, 13.303, and 8666).
• Strong understanding and practical application of the MEDDPICC methodology in qualifying, managing, and closing complex enterprise software opportunities.
• Demonstrated ability to leverage AI tools and technologies to increase efficiency and productivity in day-to-day sales activities.
• 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 public sector stakeholders and present complex technical solutions clearly and compellingly.
• Strong analytical and problem-solving skills to interpret market trends, solve client challenges, and apply insights to sales strategies.
• Proven ability to work cross-functionally, collaborating effectively with internal teams and external channel partners.
• Experience working with CRM tools (e.g., Salesforce, Clari) to manage pipelines and forecast sales accurately.
• Understanding of Open Source and transformat