Enterprise Account Executive - West US (New Business Hunter)

About Us

SUSE is a global leader in innovative, reliable, and secure enterprise open source solutions, including SUSE® Linux Suite, SUSE® Rancher Suite, SUSE® Edge Suite, and SUSE® AI Suite. More than 60% of the Fortune 500 rely on SUSE to power their mission-critical workloads, enabling them to innovate everywhere – from the data center to the cloud, to the edge and beyond. SUSE puts the “open” back in open source, collaborating with partners and communities to give customers the agility to tackle innovation challenges today and the freedom to evolve their strategy and solutions tomorrow.

Job Description

Serves as the overall account lead (single point of contact) for numerous, large named accounts in an assigned country, geographic territory and/or industry; understands a client’s key business and IT challenges and requirements and is focused on driving value for the client, while maximizing revenue and margin for the company. Specializes in a value or volume specialty (computers, servers, storage, services, printers) with focus on selling into net new accounts. Accounts may be managed remotely. Is supported primarily by presales and inside sales resources. These jobs focus on selling to customers, typically through work that occurs outside the company offices.

• Coordinates/Owns account plans for strategic enterprise accounts in the account planning process
• Focuses on larger deals/opportunities and value and/or volume portfolio management, and selling a range of company products and solutions
• Uses specialty to leverage existing opportunities and branch into more than one BU in the account
• Establishes a professional working relationship (up to the executive level) with clients, and develops a core understanding of the unique business needs
• Engages partners effectively to improve win rates on selective deals
• Builds growth opportunities using the account planning process; actively manages planning process through scheduled reviews and updates
• Generates leads for company volume products and certain value products and collaborates with other specialists or partners as needed
• Responsible for achieving/managing quarterly, half yearly or yearly quota
• Enters opportunities in pipeline tools and updates them weekly
• Recommends and Implements Pipeline management practices
• Sells solutions that include hardware, software and services
• Builds and deploys a territory account plan that includes working with partners, specialists
• Able to implement margin recovery activities/strategies in full ownership of the account or in partial ownership depending on account coverage
• Acts as a first interface for international accounts in collaboration with members of global business teams, and local teams
• Identifies customer requirements, matches with company capabilities and chooses the respective company supply chain accordingly (Direct or Indirect)
• Reviews and designs sales policy and strategy

Education And Experience

• University or Bachelor's degree preferred
• Has deep knowledge of basic enhanced products, solution and service offerings as well as competitors' offerings
• Extensive vertical industry knowledge and advanced degree of selling skills
• Typical 5-8 years of experience as referenced above
• Account management experience required
• Experience in product specialty (computers, printers, servers, storage)

Total Target Compensation (TTC)

The Total Target Compensation (TTC) vary depending upon experience and job qualifications. Certain roles also have the opportunity to earn sales incentives based on revenue or utilization, depending on the terms of the plan and the employee’s role.

Benefits

The total benefits package includes:

• Comprehensive medical plan
• Life and disability insurance
• 401k
• Employee Assistance Programme
• Generous paid time off and leave policies

Pay Transparency

Base Pay Range Min & Max: $94,000 - $175,000

In addition to base salary, this position may be eligible for a commission plan and a competitive benefits package.

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.

SUSE Values

Choice
Innovation
Trust
Community