Account Executive

Role Overview

We are seeking a results-driven Enterprise Account Executive to build and grow strategic customer relationships while driving revenue across mission-critical and innovative technology solutions. This role requires strong consultative selling skills, executive-level engagement, and the ability to manage complex sales cycles in the enterprise software space.

Key Responsibilities

• Build and strengthen long-term relationships with key stakeholders, including CXO-level executives, Economic Buyers, Technical Buyers, and Executive Sponsors.
• Apply consultative selling approaches to deeply understand customer business goals, challenges, and transformation initiatives, positioning SUSE as a trusted advisor.
• Own the end-to-end sales lifecycle—from prospecting and solution design through negotiation, deal closure, and handover to Customer Success.
• Identify and drive upsell and cross-sell opportunities by leveraging account insights, market knowledge, and competitive intelligence.
• Collaborate closely with Pre-Sales, Inside Sales, Partner Ecosystem, and Specialist teams to deliver comprehensive, value-driven solutions.
• Develop and execute quarterly account plans, prioritising high-potential accounts and defining clear milestones for growth.
• Partner with the SUSE ecosystem to expand solution offerings and unlock new business opportunities.
• Maintain strong CRM hygiene, ensuring accurate pipeline management, forecasting, and performance tracking.
• Stay informed on market trends, competitor activity, and SUSE’s evolving value proposition while continuously investing in professional development.
  

Skills & Experience

• Proven experience in enterprise sales and account management with a consistent record of achieving or exceeding targets.
• Strong understanding of enterprise software, including Linux infrastructure, hybrid cloud, containers, cloud-native platforms, edge, AI, and security.
• Excellent communication and presentation skills with the ability to influence senior stakeholders.
• Strong analytical and problem-solving capabilities, with a solution-oriented mindset.
• Experience working cross-functionally and with channel partners.
• Proficiency with CRM tools such as Salesforce or Clari for pipeline and forecast management.
• Familiarity with enterprise sales methodologies (MEDDPICC, Challenger, or similar).
• Knowledge of open-source technologies and digital transformation initiatives such as cloud migration is highly desirable.