Suse Account Executive

SUSE Account Executive - Switzerland (French Speaking)
At SUSE, we believe every business is on a journey of digital transformation, and that transformation can be enhanced and accelerated by open innovation. In today’s hyper-connected world, innovation is occurring virtually everywhere - in the data center, in the cloud, at the edge and beyond. The most successful businesses will be those that capitalize on open and interoperable solutions that let them harness innovation, no matter where it occurs.

SUSE is exceptionally prepared to help each business Choose Open, with the industry’s most adaptable Enterprise Linux and a leading Container Management solution that provides full management of all Kubernetes distributions. Edge computing enables Telco’s and enterprises to locate infrastructure services like compute, storage, and networking as close as possible to their customers' most remote and resource-constrained deployments.

Because SUSE is truly open, businesses can choose the right combination of technology and solutions to ensure their business success. At SUSE, our mission is to help our customers innovate everywhere.

**Objective of the role**

We are looking for a Senior Sales Expert to sell the entire SUSE product and solution portfolio.

Location: Switzerland (Dietikon Office and/or Home office working)

**Responsibilities**
- Identify, manage and close new business for SUSE's entire portfolio within a defined set of new and existing named accounts in the French part of Switzerland.
- Secure installed base by renewing and upselling as well as identifying potential to extend this base into new areas.
- Works with management to develop future business plans; independently determines methods for achieving plans.
- Extensive time spent working with and leveraging a diverse set of external partners.
- Builds strong professional relationships with key IT and business executives, including C level Executives.
- Applies consultative-selling techniques to identify and advance opportunities that result in ongoing profitable revenue growth for the company.
- Maintains high-level of customer loyalty and builds trust and integrity, as indicated in company conducted surveys and reports.
- Advocates for client needs in negotiating solution sales and troubleshooting delivery issues.
- Analyzes client industry and competitive research and information to facilitate rich client dialogue.
- Actively manages the account to protect and grow the company's business; coordinates all account forecasts, planning and reporting.
- Focuses on generating new business and builds, monitors and manages sales pipeline activity.
- Responsible for achieving/managing quarterly, half yearly, annual quota and/or margin.
- Enters all opportunities in pipeline tool and updates them weekly
- Builds a list of customers willing to be a reference in person or print.
- Acts as a first interface for international accounts in collaboration with members of global business teams, and local teams.
**Knowledge and Skills**
- Have excellent time management skills and presentation skills. Is the go to expert for the technology or solution being presented.
- Strong high-level customer management relationship building, especially working with executives in lines of business, and sometime board level.
- High level of negotiation skills at high level customer management.
- Adept at advanced sales negotiations and positioning solution value under pricing pressures from customer IT and procurement professionals - proactive presentation of value solutions
- Extensive partner organization intelligence and ability to work closely with multiple partners, to engage the client in business solutions.
- Uses financial-selling techniques with the client and company internal to position value and advance sales motions.
- Expertise in managing end-to-end sales processes in complex, large deals.
- Relevant knowledge of client's industry; keeps abreast of trends and lead discussions with IT on strategic directions and linking discussions.
- Strong knowledge of the company's breadth of solutions and engages specialist resources as needed.
- Ability to understand the customer's business issues and translate to the company's solutions.
- Knows how to motivate partners to sell our solutions.
- Excels in competitive selling skills.
**Education and Experience Required**
- University or Bachelor's degree; Advanced degree or MBA preferred.
- Minimum 5 years of professional experience, preferably in IT / Data Center sales.
- Demonstrates experience & success in selling to top 100 Swiss accounts and their respective initiatives/projects at senior executive level.
- Highly experienced in product specialty - kubernetes, container management, container storage, DevOps tools, Linux and data center solutions.
- Demonstrates experience & success in selling with and through partners.
- Hunting sales mentality and leading by example mentality.
- Experienced in selling in teams ac