Strategic Enterprise 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

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.