Partner Executive - Embedded VAD - EMEA

Job Description

Become part of SUSE's next chapter at the Edge.

SUSE's Embedded business helps our customers to redefine next generation products in key industries such as automotive, industrial, medical, telecom and beyond. The landscape of the software defined Edge is changing and SUSE's Embedded business is at the forefront of this dynamic shift.

The Role
We are looking for a person with extensive distribution / reseller experience and a strong alliance and business development background. Our ideal candidate will also have embedded and / or OEM sales experience and knowledge of the ISV landscape.

You will be part of an ambitious team as a Partner Executive for the EMEA region. You will be responsible for driving both new and existing business through a network of embedded partners and distributors. You will be responsible for growing embedded revenue through our existing embedded VADS as well as identifying and recruiting net new VADS across the 4 EMEA regions ( North, South, EMEA,CEMEA).

You will be tenacious and undeterred in prospecting for new business with a strong desire to help our customers benefit from SUSE's Open Source portfolio. We are performance driven and understand the unique demands of our customers. You will possess the skills to think strategically about their requirements, product, and technical challenges, with the ability to build and convey compelling value propositions.

You will also possess the experience to drive an engagement and interact at the CxO/VP level with customers, as well as a technical understanding that enables you to easily interact with developers, technical architects and engineering.

Responsibilities

• Be accountable for achieving and exceeding your goal in region
• Drive growth through existing embedded partners and net new VADS, accurately forecasting and driving new opportunity
• Be responsible for collaborating with Sales & Channel colleagues
• Create pipeline by building and convey compelling customer solutions
• Create new GTM's with VADS to expand the SUSE embedded market place
• Enable VADS with SUSE knowledge to create an autonomous partner GTM to contribute to SUSE growth.
• Work with SUSE stakeholders including Product Management, Finance, Legal, Services and Marketing
• Build lasting, consultative relationships with partner accounts.
• Be able to explain the benefits of the Open Source ecosystem, and SUSE's contribution
• Be knowledgeable of the unique sales cycle of Embedded customers
• Understand how to allocate SUSE resource on opportunities for mutual success.
• Domain experience in for example: Automotive, Industrial, Healthcare, Defence, Telecom landscapes
• Be accountable for enabling and educating field colleagues on Embedded proposition.
• Execute directly with customers and through Embedded VAD

About You

• Understanding of Operating Systems, Kubernetes, Software Defined Infrastructure and Hardware required.
• Understanding of the Embedded, Edge and IIoT landscape.
• Managed large deal pursuits involving multiple solution components and partners in support.
• Strong experience in Solution Selling complex Enterprise software into the Embedded space (preferable)
• Fluent English, both written and spoken
• Have the ability to travel up to 50% of the time
• Remote possible - we do have an office in Madrid

Job
Sales

What We Offer

We empower you to be bold, driving your career to create the future you want. We celebrate and reward your achievements.

SUSE is a dynamic environment that is evolving rapidly, thus requiring agility, strong entrepreneurship and an open mind.

This is a compelling opportunity for the right person to join us as we continue to scale and prosper.

If you're a big thinker, obsessed by execution and thrive in a dynamic environment in which you can tangibly create a lasting legacy, then please apply now!

We give you the freedom to be yourself. You will work in a global community of unique individuals - like you - with different backgrounds, talents, skills and perspectives. A truly open community where everyone is welcome, has a voice and is encouraged to reach their full potential regardless of age, gender, race, nationality, disability, sexual orientation, religion, or any other characteristics.

Sounds like the right fit for you? Click A pply to submit your resume. A recruiter will contact you if your skills match our current or any future positions. In the meantime, stay updated on the latest SUSE news and job vacancies by joining our Talent Community .

SUSE Values

• We are passionate about customers
• We are respectful and inclusive
• We are empowered and accountable
• We are trustworthy and act with integrity
• We are collaborative
• We are SUSE!