Account Executive - Central Commercial

SUSE; Washington; On-site; USD 300,000 - 323,000; Full time

Benefits offered by this job

Medical coverage

401(k) plan

Generous paid time off

Job summary

SUSE is seeking an Account Executive to drive strategic growth within a targeted territory, owning key accounts and aligning SUSE’s value proposition with customer objectives. The role demands strategic thinking, cross-functional collaboration, and the ability to deliver high-value solutions that propel revenue and customer success.

You will establish relationships with senior stakeholders, apply consultative selling, and manage complex deals from initial contact through to handover to Customer

Qualifications

• Experience in sales and account management with a proven track record of meeting or exceeding sales targets.
• Knowledge of enterprise software industry including Linux infrastructure, hybrid cloud, container management, edge, AI and security.
• Excellent verbal and written communication skills to influence senior stakeholders.
• Analytical skills to understand market trends and apply insights to sales strategies.
• Strong problem-solving skills and cross-functional collaboration abilities.

Responsibilities

• Establish and enhance relationships with CXO-level executives.
• Identify upsell and cross-sell opportunities and drive pipeline growth.
• Manage all stages of the sales process from contact to closing complex deals.
• Collaborate with Pre-Sales, Inside Sales, and Partner Ecosystem to deliver solutions.

Skills

Account management

Sales targets

CRM proficiency

Enterprise software

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 - Central Commercial

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.

This position is subject to a background check(s), including criminal, credit, and/or employment references.

The candidate is required to complete the background check(s) once an offer has been accepted.

This will be conducted by SUSE’s external provider, where legally permitted.

US Pay Transparency Disclaimer

If this role is filled in the United States of America, the starting base salary will be within the applicable pay range displayed below. In addition to base salary, this position may be eligible for a commission plan and a competitive benefits package. US benefits include comprehensive medical coverage, life and disability insurance, a 401(k) plan, an Employee Assistance Program, and generous paid time off and leave policies. Final compensation will be determined based on factors such as experience, skills, geographic location, internal equity, and budget. This pay transparency information applies to US-based roles only.

Base Pay Range Min & Max 300000 323000 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.

Sounds like the right fit for you?

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