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Regional Vice President, Se Asia
2 weeks ago
**Regional Vice President, SE Asia
About us
SUSE is a global leader in innovative, reliable and enterprise-grade open source solutions, relied upon by more than 60% of the Fortune 500 to power their mission-critical workloads. We specialize in Enterprise Linux, Kubernetes Management, and Edge solutions, and collaborate with partners and communities to empower our customers to innovate everywhere -- from the data center, to the cloud, to the edge and beyond. SUSE puts the “open” back in open source, giving customers the agility to tackle innovation challenges today and the freedom to evolve their strategy and solutions tomorrow. The company is headquartered in Nuremberg, Germany, and employs nearly 2000 people globally. SUSE is listed in the Prime Standard of the Frankfurt Stock Exchange.
**Objective of the role**
- We are seeking a seasoned regional manager and software sales professional to ultimately build andmanage a team of highly professional sales representatives, partner executives and sales engineers to drive the SUSE business lines across the SE ASIA region.
- You and your team are responsible for selling SUSE products and services across the regionvia both direct and indirect sales channels. You will be responsible for the performance of the business and managing / developing the team and their ability to succeed. You will set the GTM strategy for the region in alignment with the global and regional guidance and be highly skilled at identifying opportunity based on industry and product use cases.
- You and your team will be responsible for the development of existing customers as well as for securing new customers who have the target profile for our well established and innovative open source products and services.
- Part of your responsibility is to drive a sustainable and predictable business outcome, as such you are expected to drive demand with the support of marketing, product management and related functions within SUSE, You will be expected to become a trusted advisor on Open Source, and related SUSE strategies and products to the senior management level of these customer organizations as well as develop and maintain executive-level relationships to support your team's success.
**Place in the organization**
This position reports into the APJ President who is based in Sydney, Australia.
**Key responsibilities**
- Accountable for the Business performance for SE ASIA including but not limited to Revenue attainment, Renewals, profitability, Demand Management, Sales Maturity and employee engagement,
- To manage, build and develop a high-performing team of enterprise sales and presales resources, leading and coaching each team member to maximize their individual success and satisfaction with their job.
- To define the go-to-market strategies and business plan for your team and to assign the right account sets to each member of the team.
- To develop and drive the right sales initiatives for a solid pipeline for the "rolling four quarters" forward.
- To achieve or exceed revenue targets with your team on an ongoing basis.
- To provide a periodic, accurate and achievable forecast for yourself and your team on a consistent and timely manner.
- To build a predictable, high quality pipeline that creates a platform for a successful quarter on quarter budget attainment.
To build SUSE’s brand in major enterprise accounts on an executive level.
- To support and review detailed and structured account & opportunity plans for major deals of your team.
- To understand the strengths and weaknesses of the company’s competitors and to use these to maximum advantage to sell the SUSE solutions and deliver real value to customers.
- To create best practice in business and contractual relationships within the reqion.
- To represent SUSE in a professional manner at all times and to ensure that the company’s interests are uppermost in all dealings and transactions.
**Major Role Measurables**
- Bookings performance against target.
- Forecasting accuracy
- Creating and Maintaining 4RQ 4X pipeline.
- Business development.
- People management and success
**Position Requirements**
- University degree in a business related discipline or comparable, MBA preferred.
- Strategic relationship with key vendors such as SAP, HPE, Microsoft, AWS.
- 8-10 years sales experience selling enterprise software
- Minimum 5 years in similar management role.
- Experience in people management and developing high performing teams - as well as individual performance management.
- Proven track record in meeting and exceeding goals and sales targets.
- Experienced in managing complex sales processes in a structured manner.
- Experience in seeking and developing relationships at C-level in enterprise accounts.
- Ability to collaborate with internal stakeholders across all areas of the business.
- Experience with Linux, Open source and related strategies preferred.
- Eager to work as an active member of the management team taking r
