Sobre

• About Us Always open. Our code, our culture, our opportunities. Leading open innovation without limits. We are SUSE. SUSE is a global leader in innovative, reliable and secure enterprise open source solutions, including SUSE Linux Enterprise (SLE), Rancher and NeuVector. More than 60% of the Fortune 500 rely on SUSE to power their mission-critical workloads, enabling them to innovate everywhere – from the data center to the cloud, to the edge and beyond. SUSE puts 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. We are open in our roots and open in our approach, striving to be the most trusted open innovator in the World. Openness extends beyond our technology. Our vibrant community thrives on diversity and connectivity without borders. Account Executive - Telecommunications Industry (Telco) Job Description Job Description: Account Executive - Telecommunications Industry (Telco) Role Overview Drive strategic growth for SUSE by managing a portfolio of key accounts within the Telecommunications industry (Telco). The Account Executive is responsible for identifying and capitalizing on new business opportunities with telecom operators and network equipment providers (NEPs), deepening customer relationships, and aligning SUSE’s comprehensive value proposition with their strategic objectives. The role demands a high level of strategic thinking to address challenges like core computing optimization, network modernization, 5G deployment, and edge computing. You will collaborate with cross-functional teams to deliver high-value solutions that enhance customer success, drive market share, and support the transition to software-defined, cloud-native network infrastructures. Success in this role is measured by revenue growth, customer satisfaction, and the ability to effectively navigate large-scale, complex Telco account dynamics. Key Responsibilities Establish and enhance strong relationships with key stakeholders, including CXO-level executives and leaders in Network, IT, and Engineering departments. Build key relationships with the Economic Buyer, Technical Buyer, Coach, and Executive Buyer (Champion) within each account. Apply consultative-selling techniques to develop a deep understanding of a Telco's goals, challenges, and ambitions related to network function virtualization (NFV), cloud-native architecture, 5G/6G roadmaps, and service innovation. Serve as a trusted advisor by aligning SUSE's offerings with client needs, curating a precise mix of products, services, and solutions to address their challenges and deliver long-term value. Take proactive ownership of your professional development by staying curious and embracing a growth mindset. Focus on driving your success, advancing your skills as a Sales professional, and deepening your expertise in the SUSE value proposition for the Telco market. Proactively identify and capitalize on upselling and cross-selling opportunities by leveraging customer knowledge, expertise on SUSE’s market presence, and a deep understanding of the competitive Telco technology landscape. Monitor market trends such as Open RAN, network disaggregation, automation, and competitor activities to refine sales strategies and maintain a competitive edge. Consistently maintain CRM hygiene by updating all activity, opportunities, and deals regularly to manage the sales pipeline, provide accurate sales forecasts, and track performance. Serve as the primary point of contact for customers, managing all aspects of the sales process from initial contact, through negotiation and closing of complex sales deals, to handover to Customer Success for implementation and post-sale support, ensuring long-term value-based relationships. Partner with the SUSE Telco ecosystem, including Network Equipment Providers (NEPs), System Integrators (SIs), and Independent Software Vendors (ISVs), to enhance and bundle solution offerings, leverage their customer relationships, and extend business opportunities. Collaborate on Account Plans with your counterparts across Pre-Sales, Inside Sales, Partner Ecosystem, and Specialist Sales teams to deliver comprehensive solutions and help drive traction within target accounts. Identify and prioritize key accounts each quarter that have a strong potential for adopting SUSE products and solutions for their core, edge, and RAN environments, setting clear milestones and timelines to maximize opportunities for significant market share growth. Skills & Experience Proven experience in enterprise software sales and account management, with a track record of meeting or exceeding sales targets within the Telecommunications industry or selling complex technology solutions to telecom operators. Strong knowledge of the Telco landscape and key transformation topics, including Network Functions Virtualization (NFV), Cloud-Native Network Functions (CNFs), 5G/Edge computing, OSS/BSS modernization, and network automation. Familiarity with the enterprise software industry, particularly solutions such as carrier-grade Linux infrastructure, Hybrid Cloud, Container Management (Kubernetes), Edge, Artificial Intelligence, and Security. Excellent verbal and written communication skills, with the ability to influence senior stakeholders and present complex technical solutions in a clear and compelling manner. Analytical skills to understand Telco market trends, business drivers, and regulatory landscapes, and apply these insights to sales strategies. Strong problem-solving skills with a focus on finding innovative solutions to client challenges related to network performance, operational efficiency, and new service creation. Proven ability to work cross-functionally, collaborating with internal teams and external partners (NEPs, SIs, ISVs). Experience working with CRM tools (e.g., Salesforce, Clari) to manage pipelines and forecast sales accurately. Ability to apply enterprise sales methodologies, particularly MEDDPICC, Challenger, or similar frameworks. Industry certifications in sales or telecommunications are a plus. Understanding of Open Source principles and their growing importance in the Telco industry (e.g., projects within LF Networking, O-RAN Alliance). 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 Apply 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 Choice Innovation Trust Community Welcome Welcome to your SUSE journey! We are a global leader in innovative, reliable, and enterprise-grade open source solutions. We specialise in Enterprise Linux, Kubernetes Management, and Edge solutions, collaborating with communities and making innovation possible everywhere. Choose open, choose SUSE! SUSE Values