Alps Partner Executive

About the role

SUSE is a global leader of enterprise open source software. By transforming community innovations into secure, sovereign and AI-ready solutions, SUSE empowers customers to escape vendor lock-in and regain control of their IT destiny. Through industry-leading Linux, Kubernetes, Edge and AI infrastructure solutions, SUSE delivers the flexibility to innovate everywhere-from the data center to multi-cloud and out to the edge. Only SUSE also manages many Linux and Kubernetes distributions. At SUSE, Choice Happens because we prioritize community, interoperability and relentless innovation. Discover how we power mission-critical resilience at www.suse.com . Alps Partner Executive Job Description Role Overview Partner Executives serve as senior business development professionals who work closely with strategic partners to align SUSE solutions with partner objectives. Their role involves building strong relationships with partners, fostering business growth, and driving mutual success through creative and effective partnerships. By acting as ambassadors for SUSE's indirect sales model, Partner Executives develop and execute business models with partners, enhancing SUSE's presence in the market and expanding partner reach.

Responsibilities

• Drive pipeline development through partner led-opportunities, ensuring consistent communication and coordination with Account Executives to align partner strategies with regional business plans.
• Develop and maintain joint business plans outlining shared goals, budgets, and strategies. Hold regular partner management meetings, including weekly and quarterly reviews, to ensure ongoing alignment with SUSE's sales strategy.
• Maintain and develop strong relationships with key partner stakeholders, including CXO-level executives. Building key relationships - Economic Buyer (internal customer), Technical Buyer (our liaison), Coach & Executive Buyer (Champion).
• Manage initiatives to recruit, onboard, and engage new partners that align with SUSE's growth areas, identify new business opportunities and integrate partners into SUSE's broader ecosystem for long-term success.
• 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.
• Collaborate with Marketing to create and promote compelling partner success stories, showcasing impactful business outcomes and enhancing brand visibility to support partner engagement and pipeline growth

Requirements

• Experience in a partner-facing sales role, with understanding of ecosystems, customer needs and channel sales strategies in key industries such as cloud services, software-defined infrastructure, and open-source solutions.
• Fluent English / German / French (nice to have!)
• Analytical skills to assess market trends, partner performance, and business opportunities, using insights to refine partner strategies and maintain a competitive advantage.
• Expertise in managing customer and partner relationships from initial discussions to long-term strategic alliances, with the ability to build trust and rapport with C-level executives.
• Knowledge of the enterprise software industry - particularly solutions such as Linux Infrastructure, Hybrid Cloud, Container Management, Edge, Artificial Intelligence and Security
• Ability to apply enterprise sales methodologies, particularly MEDDPICC, or similar frameworks. Industry certifications in sales or IT are a plus.
• Strong leadership skills with the ability to manage and coordinate cross-functional teams across partner organisations, influencing decisions and driving mutual business success.
• Experience working with CRM tools (e.g., Salesforce, Clari) to manage pipelines and forecast sales accurately.
• Strong communication skills, both written and verbal, for articulating and translating complex technical solutio

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