Enterprise Account Executive

hace 4 semanas

Xico, México Suse A tiempo completo
About Us

SUSE is a global leader in innovative, reliable, and secure enterprise open source solutions. We empower businesses 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.

Our vibrant community thrives on diversity and connectivity without borders.

The Role

As an Enterprise Account Executive, you will discover, oversee, and finalize fresh business ventures for SUSE solutions within net new accounts, and emerging or expanding accounts. You will focus on esteemed clientele spanning various sectors who haven't had extensive prior dealings with SUSE.

You will cultivate strong customer relationships, encompassing interactions with CXO-level executives. You will put forth SUSE's tailored solutions that expeditiously address customer concerns, working alongside a multifaceted team including presales engineers, premium support specialists, partner sales experts, and consulting service professionals.

You will collaborate harmoniously with internal stakeholders to propose SUSE solutions, guiding customers toward successful digital transformations.

Key Responsibilities
  • Accurately forecast sales outcomes using SUSE's established methodologies
  • Develop an in-depth understanding of SUSE's market presence, capabilities, and competitive landscape
  • Align SUSE offerings with clients' business challenges and needs
  • Curate a precise mix of products, services, and solutions to effectively address client challenges
  • Concentrate efforts on key accounts within the assigned market to identify upselling and cross-selling opportunities
  • Utilize an established network of high-level contacts, including CxOs, within target companies
  • Foster and expand a robust internal network to creatively coordinate teams to meet client needs
  • Act as a natural networker, striking a balance between long-term value, personal achievement, and SUSE's interests
  • Play an active role in bolstering SUSE's strategic indirect sales model by orchestrating sales within the ecosystem
  • Serve as a mentor and role model, embodying integrity, capabilities, and results
  • Cultivate trust as a reliable advisor both internally and externally
  • Proactively seek opportunities for improvement, maintaining current certification and sales skills
Requirements
  • Bachelor's degree (or equivalent experience)
  • Strong understanding of enterprise sales methodologies, particularly MEDDICC
  • Fluency in both Spanish and English
  • Proven track record of exceeding sales quotas and goals
  • Ability to translate customer business issues into suitable solutions using innovative approaches
  • Coordination of internal and external collaborators at various levels for solution-oriented sales
  • Relationship management at higher management and executive tiers across different business lines
  • Strong negotiation and deal-closing skills
  • Knowledge of territory markets and customer industries, with an eye on trends and strategic directions
  • Strategic prioritization of complex solution-based sales activities
  • Excellent negotiation, communication, and interpersonal skills
  • Previous experience in managing high-level customer relationships, ideally within the technology sector
  • Proactive approach to seeking continuous improvement and staying updated on industry trends
  • Relevant certifications or training in sales methodologies is a plus
Success Factors
  • Problem Solving and Building Rapport Quickly
  • Good leadership skills and cross-functional expertise
  • Resilience and Perseverance
  • Self-Motivated and Data Driven Approach
  • Strong Communication, Strategic Thinking, and Empathy

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