Account Executive - Public Sector

4111 SUSE Software Solutions Brasil Ltda; Distrito Federal; On-site; BRL 180,000 - 280,000; Full time

Job summary

SUSE Software Solutions Brasil Ltda seeks an Account Executive for the Public Sector to drive strategic growth by managing key government accounts and aligning SUSE's value proposition with public sector objectives.

You will build relationships with CXOs, navigate procurement processes, and apply MEDDPICC to qualify, forecast, and close complex enterprise software opportunities. Experience with CRM tools and Open Source is valued in a fast-moving, globally connected team.

Qualifications

• 5+ years of complex IT sales experience working directly with the Brazilian Government.
• In-depth knowledge of Brazilian public sector procurement laws (Laws 14.133, 13.303, 8666).
• Strong MEDDPICC qualification, management, and closing experience.
• Experience using AI tools to improve sales productivity.
• Knowledge of Linux Infrastructure, Hybrid Cloud, Container Management, Edge, AI, and Security.

Responsibilities

• Establish relationships with key stakeholders, including CXO-level executives, mapping roles to MEDDPICC.
• Apply consultative selling to understand client goals and challenges.
• Align SUSE offerings with client needs and navigate Brazilian procurement processes.
• Integrate AI tools to streamline sales execution, pipeline analysis, and CRM updates.
• Collaborate with Pre-Sales, Inside Sales, Partner Ecosystem, and Specialist Sales teams to deliver solutions.
• Manage the sales process from initial contact to closing and handover to Customer Success.
• Identify upsell and cross-sell opportunities through market insight and competitive intelligence.

Skills

Public sector sales

MEDDPICC

CRM tools

AI in sales

Communication skills

Open source awareness

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 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. Sounds like the right fit for you? 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 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 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! SUSE Values