Partner Executive

Partner Executive

**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 in large accounts (install base) through and with partners.

The Partner Executive will develop, manage and grow new business model with strategic partners for SUSE product portfolio to achieve or exceed Business Unit expectations. In line with company goals, they are the expert in developing business model with strategic partners such as server hardware vendors (both global and local), systems integrators, ISVs and CSPs (cloud service providers) or distributors/VAR’s, in the area of the latest open source technologies.

**Focus Area**
- Make & exceed quota
- Sell the right mix of products/solutions
- Forecast accurately according to SUSE’s playbooks
- 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 can be integrated with those products and/or solutions.
- Are focused on top partners assigned to them in the market and acquiring significant new sales opportunities.
- Have a proven network of CxO level contacts into target partners.
- Actively support SUSE's strategic indirect sales model by acting as “master orchestrator” of the sale in 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 5 years of professional experience, preferably in IT / Data Center sales.
- Demonstrates experience & success in selling new business through partners and their respective initiatives/projects at senior executive level.
- Brings a solid 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. For example, an experience of selling a server hardware on which SAP and/or Linux O/S was running, may not be sufficient to meet the requirement - to be specified for a particular role.
- Experienced in selling in teams across organizational boundaries.
- Excellent relationship building skills - truly engages with contacts (including the sourcer) 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 channel / partner models.
- 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 and flexibility in working hours required - you just get it done.

**Job**:
Sales