Commercial Account Executive - West Coast

SUSE; Seattle (WA); On-site; USD 117,000 - 150,000; Full time

Job summary

SUSE invites an experienced Commercial Account Executive to lead a strategic West Coast portfolio. You will own the full sales cycle, from discovery to negotiation and closing, aligning SUSE's Linux, Hybrid Cloud, and security solutions with customer goals.

You will build executive relationships, develop Account Plans with cross‑functional teams, and drive revenue growth through upsell and cross‑sell opportunities while ensuring a smooth handover to Customer Success after close.

Qualifications

• Experience in sales and account management with a proven track record of meeting or exceeding targets.
• Knowledge of the enterprise software industry, especially Linux Infrastructure, Hybrid Cloud, Container Management, Edge, AI, and Security.
• Excellent verbal and written communication skills, able 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 skills focused on innovative solutions to client challenges.
• Proven ability to work cross‑functionally with internal teams and external partners.
• Experience with CRM tools such as Salesforce and Clari for pipeline management and forecasting.
• Ability to apply enterprise sales methodologies (e.g., MEDDPICC, Challenger) and hold relevant industry certifications.
• Understanding of Open Source and transformation topics, such as cloud‑native application development and migration.

Responsibilities

• Establish and enhance relationships with key stakeholders, including CXO‑level executives.
• Apply consultative‑selling techniques to understand client goals and align SUSE offerings.
• Take ownership of your professional development and growth.
• Identify and capitalise on upselling and cross‑selling opportunities.
• Monitor market trends and refine sales strategies.
• Maintain CRM hygiene and accurate forecasts.
• Serve as the primary contact from initial contact to post‑sale implementation.
• Partner with partners to extend offerings and opportunities.
• Collaborate on Account Plans with Pre‑Sales, Inside Sales, and Specialist teams.
• Identify and prioritise key accounts with high potential for SUSE products.

Skills

Sales experience

Account management

Enterprise software

Communication

Analytical skills

Cross-functional collaboration

CRM tools

MEDDPICC / Challenger

Open Source knowledge

Tools

Salesforce

Clari

Job description

Commercial Account Executive - West Coast

Drive strategic growth for SUSE by managing a portfolio of key accounts within the West Coast territory. The Account Executive identifies and capitalises on new business opportunities, deepens customer relationships, and aligns SUSE’s value proposition with customer objectives. Success is measured by revenue growth, customer satisfaction, and the ability to navigate large‑scale account dynamics.

Role Overview

Execute the full sales cycle from initial contact through negotiation and closing of complex sales deals, ensuring long‑term value based relationships and seamless handover to Customer Success for implementation and post‑sale support.

Key Responsibilities

• Establish and enhance strong relationships with key stakeholders, including CXO‑level executives (Economic Buyer, Technical Buyer, Coach & Executive Buyer).
• 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's offerings with client needs, curating a precise mix of products, services, and solutions.
• Take proactive ownership of your professional development, embracing a growth mindset and deepening expertise in the SUSE value proposition.
• Proactively identify and capitalise on upselling and cross‑selling opportunities by leveraging customer knowledge and competitive insights.
• Monitor market trends and competitor activities to refine sales strategies and remain competitive.
• Maintain CRM hygiene, updating all activity, opportunities, and deals regularly 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 to post‑sale implementation.
• Partner with the SUSE ecosystem of partners to enhance and bundle solution offerings, leveraging their relationships with customers and extending business opportunities.
• Collaborate on Account Plans with Pre‑Sales, Inside Sales, Partner Ecosystem, and Specialist Sales teams to deliver comprehensive solutions and accelerate traction.
• Identify and prioritise key accounts each quarter with strong potential for adopting SUSE products, setting clear milestones and timelines to maximise market share growth.

Skills & Experience

• Experience in sales and account management with a proven track record of meeting or exceeding targets.
• Knowledge of the enterprise software industry, especially Linux Infrastructure, Hybrid Cloud, Container Management, Edge, AI, and Security.
• Excellent verbal and written communication skills, able 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 skills focused on innovative solutions to client challenges.
• Proven ability to work cross‑functionally with internal teams and external partners.
• Experience with CRM tools such as Salesforce and Clari for pipeline management and forecasting.
• Ability to apply enterprise sales methodologies (e.g., MEDDPICC, Challenger) and hold relevant industry certifications.
• Understanding of Open Source and transformation topics, such as cloud‑native application development and migration.

Compensation

Base Salary: $117,000 – $150,000 (US only). The role may also include a corporate bonus plan paid quarterly and potentially a commission plan. Compensation will be determined by experience, skills, geography, and budget.

Benefits

US benefits include a comprehensive medical plan, life and disability insurance, 401(k), Employee Assistance Programme, and generous paid time off and leave policies.

Required Qualification

Background checks (criminal, credit, and employment references) are required once an offer is accepted.