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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.
Sales Specialist - Edge Solutions (India/APAC)
Job Description
The Sales Specialist for Edge Solutions leads pursuit and provides expertise for edge computing solutions within India & the wider Asia-Pacific region. This is a senior sales position suitable for a seller with significant expertise in discovering and developing new opportunities for sales of leading-edge software infrastructure technology.
Chiefly focusing on customers within India, this role collaborates with and supports Account Managers, and provides specialist sales and industry expertise within the team.
The Sales Specialist for Edge Solutions drives proactive campaigns to build the pipeline, and uses specialized knowledge and skills to prospect, qualify, negotiate and close opportunities.
Responsibilities:
- Develops long term sales pipeline to increase the company's market share in specialized area, whilst driving near-term results and gathering reference case studies.
- Use 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 specialty area.
- Provide support to the Account managers.
- Set direction for business development and solution replication.
- Sell complex products or solutions to customers on a partnership basis.
- 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.
- Maintains expertise on IT at all levels - new applications, maintenance, typical budgets of the CIO's, typical objectives, measures, metrics.
- Maintains broad market and competitor knowledge to ensure credibility with Customer Executives.
Education and Experience Required:
- University or Bachelor's degree; Advanced University or MBA preferred.
- Directly related previous work experience.
- Demonstrated ability to grow lines of business within an organisation
- Demonstrated achievement of progressively higher quota diversity of business customer, and higher level customer interface.
- Prior indirect and influence-focused selling experience especially via supportive engagements with account owners.
- Viewed as expert in given field by company and customer.
- Typically 12+ years of related sales experience.
- Project management skills highly regarded.
- Successful start-up and business growth sales experience highly regarded.
Knowledge and Skills:
- Is 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.
- 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.
- Works with the account team to build an effective account plan and strategy to drive incremental revenue in the account.
- 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.
- Maintain knowledge of industry trends, associated solutions, and key partner/ISV solutions.
- Experience with MEDDICC or similar formal sales & qualification methodologies
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.
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