Digital Partner Executive CSP (AWS)

Digital Partner Executive CSP (AWS)

Job Description:

About Us

SUSE the world’s largest independent open source company, helps customers, partners and communities be the difference in their spheres of influence. Through open collaboration and agile, enterprise-grade open source solutions, customers, partners and communities are empowered to simplify tasks, modernize environments and accelerate business innovation – ultimately reaping the benefits of measurable value and better futures. Our customer obsessed operating model means exceptional service, value, flexibility and customer choice, with no enforced lock in.

SUSE’s open, open source approach helps our customers and partners move their businesses forward, transforming IT, delivering increased agility and faster innovation.

Objective of the role

Identify, manage and close new business for SUSE solutions through and with assigned CSP partner, GCP (Google Cloud Platform).

The Internal Account Executive will develop, manage and grow new business opportunities with customers consuming SUSE technologies via the CSP strategic partners’ platform. Success within this role is to influence guide the customer to select  SUSE as the strategic and preferred OSS vendor for the cloud portfolio category.

The focus will be outbound based upon establishing customer contact through the various digital/telephony based means available. This is a role requiring a specific hunter mindset with associated skills of boundless energy, tenacity and ability to ruthlessly profile and prioritise tasks.  

The activities such as demand generation follow up will be 80% customer focused with  the balance of time spent with the CSP stakeholder, the transformational partner where relevant and internal SUSE stakeholders.

In line with company goals, the Internal Account Executive is the trusted advisor to customers and partners alike helping them to navigate the various cloud options and align with customer strategy. Additional tools at our disposal include leveraging the co-operative selling programs of the managed partners and aligning on demand generation campaigns to obtain a 360 degree view of customer strategy and the incremental compelling events and dependencies for customers during their transition to cloud.

Internal Account Executives are business development professionals who understand how to match business solutions with customers as well as having an understanding of the important role played by the transformational ecosystem. These individuals will also have strong profiling, qualification and partnering skills with a proven ability to creatively apply those resources to meet mutually agreed objectives with the CSP partner. They are well versed in driving demand generation campaigns, prioritising high potential customer opportunity whilst working withing a complex ecosystem with multiple dependencies.   

Focus Area

• Make & exceed quota

• Align the appropriate consumption option to the business needs of the customer.

• Generate pipeline based upon named customers acquisition and growth potential.

• Thoroughly understand SUSE's capabilities and positioning in the market and have a good understanding of related and / or competitive products and solutions

• Understand the products and/or solutions sold by his/her assigned partners, and are able to articulate how SUSE’s solutions integrate with those products and/or solutions to provide additional customer value.

• Are focused on top partners assigned to them in the market and acquiring significant new sales opportunities.

• Have a proven track record of qualifying/engaging with all levels of decision making unit up to CxO level customer contacts.

• Actively support SUSE's strategic CSP sales model by acting as trusted advisor of the sale within the ecosystem.

• Maintain and expand a strong internal network and have a proven ability to creatively pull teams together to meet and address assigned partners’ needs.

• Are a role model and mentor for others in the organization and are a trusted advisor both internally and externally, by demonstrating highest levels of integrity, the right intent, capabilities and results (see below – mindset and sales skills).

• Actively seeks continuous improvement, ensuring their 3S certification and selling skills are current at all times.

About You

• University degree in a business related discipline.

• Minimum 2 years of professional experience, preferably in cloud, Iaas/SaaS sales.

• Demonstrates experience & success in identifying/selling new business opex related technologies and related services for projects at senior level.

• Understanding of the Open Source, Software Defined Infrastructure or Cloud market and related customer needs.

• Role specifics may include related industry knowledge including but not limited to Linux, SDS, SDN, other open source software in infrastructure layer, HPC and SAP HANA.

• Experienced in selling in matrixed teams.

• Excellent relationship building skills – truly engages with contacts across all aspects of the organisation and knows how to tell a compelling story

• Understand and use the power of social selling (social media)

• In-depth and comprehensive knowledge of usual sales methodologies and qualification criteria.

• In-depth knowledge of and/or relationship with the assigned partners (relevant for the specific role)

• Fluent written and verbal communication in English

• Willingness to travel occasionally to visit named partners and flexibility in working hours required to complete tasks.

​Location SUSE office in Hoofddorp, NL (office based, dependant on current pandemic situation)

Job:

Sales

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.