Inside Sales Representative - Channels & Alliances

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.

Inside Sales Representative - Channels & Alliances

Job Description

As an Inside Sales Representative you will work closely with the Enterprise sales teams to assist in furthering their relationships and customer penetration for the benefit of SUSE.

Focus Areas  

• Work closely with a small team of account executives (AEs) to build on and expand existing relationships with customers. 

• Support AEs with lower-level customer contact, quoting, transaction handling, and forecast maintenance. 

• Propose additional SUSE solutions that will quickly resolve customer issues. 

• Operate collaboratively with SUSE teams that are all touching the customer and the ecosystem.

Accountabilities

• Manage both Named and Non-Named account Renewals pool

• Execute Named account MQL to SQO qualification, supporting the AE during the Pipeline Qualification sales stage.

• Manage SUSE centric Non-Named account MQL to SQO qualification, where ISR can: 

  • support the TAM during the Pipeline Qualification sales stage, or,

  • progress opportunity to Booked/Won sales stage.

• Manage Partner centric Non-Named account MQL handover

Preferred Experience & Skills 

• University degree in a business-related discipline.

• Extensive professional selling experience, preferably in IT / Data Center sales.

• Demonstrates experience & success in selling new business through partners and their respective initiatives/projects at senior executive level.

• Brings a solid understanding of the Open Source, Software Defined Infrastructure or Cloud market and related customer needs.

• Role specifics may include related industry knowledge including Linux, SDS, SDN, other open-source software in infrastructure layer, HPC and SAP HANA. For example, the experience of selling server hardware on which SAP and/or Linux O/S was running may not be sufficient to meet the requirement – to be specified for a particular role.

• Experienced in selling in teams across organizational boundaries.

• Excellent relationship building skills – truly engages with contacts (including the source) and knows how to tell a compelling story

• Understand and use the power of social selling (social media)

• In-depth and comprehensive knowledge of usual sales methodologies and channel / partner models.

• In-depth knowledge of and/or relationship with the assigned partners (relevant for the specific role)

• Fluent written and verbal communication in English

• Willingness to travel and flexibility in working hours required – you just get it done.

Personal Attributes 

•  Hungry for success, driven for results

• Fast learner   

• Self-motivated and self-starter   

• Confident, creative, curious, adaptable

• An ability to deal with and effect change on an ongoing basis 

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 

• We are passionate about customers 

• We are respectful and inclusive  

• We are empowered and accountable   

• We are trustworthy and act with integrity  

• We are collaborative  

• We are SUSE!