Commercial Account Executive - West Coast

SUSE; San Francisco (CA); On-site; USD 117,000 - 150,000; Full time

Job summary

SUSE is seeking a Commercial Account Executive for the West Coast to drive strategic growth by managing a portfolio of key enterprise accounts. You will identify new business opportunities, align SUSE's value proposition with customer objectives, and collaborate with cross-functional teams to deliver high-value solutions.

Excellent communication, stakeholder management, and ability to navigate large-scale deals are essential to succeed in this role within a dynamic enterprise software

Qualifications

• Experience in sales and account management with a track record of meeting or exceeding sales targets.
• Knowledge of enterprise software, Linux infrastructure, Hybrid Cloud, container management and security.
• Excellent verbal and written communication, ability to influence senior stakeholders and present complex technical solutions clearly.
• Analytical skills to understand market trends and apply insights to sales strategies.

Responsibilities

• Establish and enhance relationships with CXO-level executives and key stakeholders.
• Apply consultative-selling to align SUSE offerings with client goals and curate a precise mix of products and services.
• Pursue professional development in sales skills and SUSE value proposition.
• Identify upsell and cross-sell opportunities based on customer needs and market awareness.
• Monitor market trends and competitor activities to refine sales strategies.
• Maintain CRM hygiene with accurate forecasting and pipeline management.
• Serve as primary contact from initial contact through closing of complex deals and handover to Customer Success.
• Partner with SUSE ecosystem to bundle solutions and extend opportunities.
• Collaborate on Account Plans with Pre-Sales, Inside Sales, Partners, and Specialist teams.
• Prioritize key accounts quarterly with potential for adopting SUSE products.

Skills

Sales achievement

Enterprise software knowledge

Stakeholder management

Communication

Analytical thinking

Cross-functional collaboration

CRM proficiency

Tools

Salesforce

Clari

Job description

Overview

Commercial Account Executive – West Coast role focused on driving strategic growth by managing a portfolio of key accounts within a specified territory or industry. The Account Executive identifies and capitalizes on new business opportunities, deepens customer relationships, and aligns SUSE’s value proposition with customer objectives. The role requires strategic thinking, collaboration with cross-functional teams, and delivering high-value solutions that enhance customer success and market share. Success is measured by revenue growth, customer satisfaction, and effective navigation of large-scale account dynamics.

Responsibilities

• Establish and enhance relationships with key stakeholders, including CXO-level executives, Economic Buyer, Technical Buyer, and Champion.
• Apply consultative-selling techniques to understand client goals, challenges, and ambitions related to mission-critical workloads and innovation. Serve as a trusted advisor by aligning SUSE offerings with client needs, curating a precise mix of products, services, and solutions to address challenges and deliver long-term value.
• Proactively pursue professional development and growth in sales skills and in-depth understanding of SUSE’s value proposition.
• Identify and capitalize on upselling and cross-selling opportunities using customer knowledge and understanding of SUSE’s capabilities and the competitive landscape.
• Monitor market trends and competitor activities to refine sales strategies and stay competitive.
• Maintain CRM hygiene by regularly updating activity, opportunities, and deals to manage the sales pipeline, provide accurate 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 deals, and handover to Customer Success for implementation and post-sale support.
• Partner with the SUSE ecosystem of partners to enhance and bundle solutions and extend business opportunities.
• Collaborate on Account Plans with Pre-Sales, Inside Sales, Partner Ecosystem, and Specialist Sales teams to deliver comprehensive solutions and drive traction.
• Identify and prioritize key accounts each quarter with strong potential for adopting SUSE products and solutions, setting milestones to maximize opportunities for market share growth.

Qualifications & Skills

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

US Pay Transparency

If this role is located in the United States, the starting base salary is typically between $117,000 and $150,000. A corporate bonus plan, paid quarterly, and an attractive benefits package are included. Benefits cover comprehensive medical, life and disability insurance, 401k, Employee Assistance Program, and generous paid time off. Actual compensation is determined by factors such as experience, skills, geographic location, internal equity, and budget. This information applies to US-based roles only. A background check may be required after an offer is accepted and will be conducted by SUSE’s external provider where legally permitted.