Cloud Native Sales Specialist

3 weeks ago

UT United States SUSE Full time
About Us

SUSE is a global leader in innovative, reliable, and secure enterprise open source solutions. Our mission is to empower customers to innovate everywhere - from the data center to the cloud, to the edge and beyond. We put the open back in open source, collaborating with partners and communities to give customers the agility to tackle innovation challenges today and the freedom to evolve their strategy and solutions tomorrow.

Job Description

As a Domain Sales Specialist, you will be responsible for leading pursuit in your assigned markets, regions, and/or industries. You will collaborate with and support Account Managers and provide specialist expertise within the sales team. Your primary goal will be to drive proactive campaigns to build the pipeline, use specialized knowledge and skills to prospect, qualify, negotiate, and close opportunities.

Responsibilities:
  • Develop a long-term sales pipeline to increase the company's market share in your specialized area.
  • Use your specialty expertise to seek out new opportunities for customer value by expanding and enhancing existing opportunities to build the pipeline in and drive pursuit in your specialty area.
  • Build Go-To-Market Sales Plays with a deep understanding of your assigned industry.
  • Develop and maintain C-Level relationships and use domain expertise to make SUSE a trusted advisor.
  • Provide support to the Account managers.
  • Set direction for business development and solution replication.
  • Create and grow reference customers.
  • Sell complex products or solutions to customers on a partnership basis.
  • Develop and work with key System Integrators to develop joint GTM Sales Plays.
  • May act as a dedicated resource to a few strategic accounts.
  • Establish a professional, working, and consultative relationship with the client, including the C-level for mid-to-large accounts by developing a core understanding of the unique business needs of the client within their industry.
  • Maintain and use overall cross-portfolio knowledge to support account leads with integration of solutions.
  • Contribute to enduring executive relationships that establish the company's consultative professionalism and promote its total solution capabilities.
  • Maintain expertise on IT at all levels - new applications, maintenance, typical budgets of the CIO's, typical objectives, measures, metrics.
  • Maintain broad market and competitor knowledge to ensure credibility with Customer Executives.
Knowledge and Skills:
  • Considered a master in knowledge of products, solution or service offerings as well as competitor's offerings to be able to sell large, complex solutions.
  • Know strengths and weaknesses of key competitors in account and how to leverage this knowledge in the account.
  • Uses expertise specialty, consultative solution selling and business development skills to align the client's business needs with solution.
  • In-depth knowledge of client's business, organizational structure, business processes and financial structure.
  • Considerable knowledge of the customer's infrastructure and architecture.
  • Demonstrates leadership and initiative in successfully driving services sales in accounts - prospecting, negotiating and closing deals.
  • Demonstrates leadership and initiative in successfully driving full portfolio including hardware, software and services needed for the customer's requirements.
  • Strategic planning on a business development level; can build an effective business case reflecting the value of an appropriate strategy.
  • Balance strategic and tactical pursuits to optimize coverage and develop a predictable revenue stream.
  • Uses C-level engagement skills in collaboration with account leads to offer value-add solutions to the client.
  • Excellent project oversight skills.
  • Works with the account team to build an effective account plan and strategy to drive incremental revenue in the account.
  • Utilizes Siebel as an expert and accurately forecasts business.
  • Successful partner engagement experience.
  • Works effectively with our partners to drive additional revenue.
  • Understand and sells high value software solutions.
  • Demonstrates the ability to leverage the company's portfolio of products and services to change the playing field against our competition.
  • Understands the leverage of services as part of strategic portfolio of products.
  • Promotes services as part of all strategic opportunities.
  • Maintain knowledge of industry trends, associated solutions, and key partner/ISV solutions.
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.

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