Account Executive

External

Suse · Tokyo, Japan

Full-timeOn-siteToday

LeadershipLinuxNegotiation

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About the role

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 Job Description Serves as the overall account lead (single point of contact) for numerous, large named accounts in an assigned country, geographic territory and/or industry; understands a client's key business and IT challenges and requirements and is focused on driving value for the client, while maximizing revenue and margin for the company. Specializes in a value or volume specialty (computers, servers, storage, services, printers) with focus on growing the base business, complex solutions, and new business opportunities. Accounts may be managed remotely. Is supported primarily by presales and inside sales resources. These jobs focus on selling to customers, typically through work that occurs outside the company offices.

Responsibilities

Builds growth opportunities using the account planning process; actively manages planning process through scheduled reviews and updates.

Extensive time working with and leveraging external partners to deliver solution sale.

Significant percentage of time spent directly with customer; interfaces with all levels, including highest within customer organization; highly diverse set of functions and buyers; focus in on management level.

Develops business plan in conjunction with customer.

Applies consultative-selling techniques to identify and advance opportunities that result in ongoing profitable revenue growth for the company.

Maintains high-level of customer loyalty and builds trust and integrity, as indicated in company conducted surveys and reports.

Responsible for achieving/managing quarterly, half yearly, annual quota and/or margin.

Enters all opportunities in pipeline tool and updates them weekly. Recommends and Implements industry leading Pipeline management practices.

Ability to implement margin recovery activities/strategies.

Acts as a first interface for international accounts in collaboration with members of global business teams, and local teams.

Identifies customer requirements, matches with company capabilities and chooses the respective company supply chain accordingly (Volume Direct or Indirect).

Education and Experience Required:

University or Bachelor's degree.

Detailed knowledge of key customer types or customers on given products.

Viewed as expert in company; sought out by other Sales Representatives and/or first level managers for input.

Typically 8-12 years of experience as referenced above.

Industry experience required.

Experience in product specialty (computers, printers, servers, storage).

Knowledge and Skills:

Has good leadership skills and cross functional expertise.

Must have good time management skills.

Broad understanding of the customer's needs; applies standard as well as creative solutions to meet those needs; particularly considering the specific industry/market.

Ability to coordinate multiple internal and external partners on multiple levels to deliver appropriate solution sale.

Hi level customer management relationship building, working at management and executive level in lines of business.

Partner organization intelligence aligned with partner management skills.

Advanced sales negotiation, and deal closing skills.

Identifies and effectively leads the account resources to ensure coordinated, efficient, account management, and accountability for achieving business results.

Expertise in managing end- to-end sales processes in large deals.

Relevant knowledge of client's industry; keeps abreast of trends and lead discussions with IT on strategic directions and linking discussions.

Knowledge of the company's breadth of solutions and engages specialist resources as needed.

Ability to understand the customer's business issues and translate to the company's solutions.

Ability to prioritize and drive strategic sales activity on a complex solution basis.

Excels in competitive selling skills.

Sells across platform and specialty.

Job

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Account Executive

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