Services Engagement Manager

Services Engagement Manager

Job Description:

Focus Area

• Be able to articulate the key values of SUSE products, solution and strategy
• Act as main point of contact for Sales in assigned region or Geo
• Establish trusted working relationship with Sales in assigned region or Geo by collaborating and supporting Sales teams within opportunities
• Help Sales teams position and sell Consulting, Premium Support, and Training Services by clearly articulating the value Services brings to customers
• Maintain an accurate Services Bookings Forecast for region or Geo
• Coordinate with Premium Support team on Support Renewals and include in Forecast 
• Attend customer meetings as necessary to support the Sales team
• Identify future opportunities and build Services pipeline through working with Sales teams and current customers
• Negotiate Services Contracts with customers
• Create Statements of Work (SOWs), utilizing Consulting team as necessary to assist with technical scope
• Work with other regions in sharing best practice and share resource where it makes sense for the SUSE global business to optimize our key resources
• Work with the SMO to comply with departmental processes and to develop new practices, processes and documentation as necessary
• Support the growth and development of Service resources within assigned region
• Assist in ongoing process improvement activities
• Provide cover for colleagues’ absences from time to time
• Comply with company processes and guidelines and adapt to the changing needs of the business

About You

• Excellent communicator, able to interact with all levels at the customer and internally and build long lasting relationships
• Great collaborator, able to work across your own team and wider groups
• Very familiar with Services selling, and ability to articulate the value of Services
• Knowledge of the process of selling, ability to provide a forecast for your region or Geo
• Enthusiastic and passionate approach to the Services business with the ability to convey that passion on your audience
• Good understanding of SUSE product set and Services offerings
• Growth mindset – this is a growing company and you will need to grow with it

Essential Attributes

• Good level of English - Able to conduct all aspects of the role in English
• Native or Fluent in German
• Experienced Services Seller
• Practiced at weekly, monthly, quarterly forecasting
• Able to developing pipeline alongside Account Executives
• Good Financial and Business acumen
• Hands on experience with Salesforce CPQ
• Skilled in Microsoft Office products, especially MS Excel
• Background in IT, with broad knowledge of Software market

Desirable Attributes

• Experience in similar Software Vendor
• Familiarity with the Open Source environment
• Knowledge of other vendors in the same space
• Degree level education

Job:

Services

SUSE, the world’s largest independent open source software company, powers digital transformation with true open source technologies for the enterprise that simplify, modernize and accelerate traditional, cloud and edge solutions. SUSE collaborates with partners, communities and customers to deliver and support solutions that enable mission-critical business outcomes. SUSE’s container and cloud platforms, software-defined infrastructure, and artificial intelligence and edge computing solutions allow customers to create, deploy and manage workloads anywhere – on premises, hybrid and multi-cloud. For more information, visit www.suse.com.