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SUSE is a global leader in innovative, reliable, and secure enterprise open source solutions, including SUSE® Linux Suite, SUSE® Rancher Suite, SUSE® Edge Suite, and SUSE® AI Suite. 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. For more information, visit www.suse.com.
Director Specialist Sales North America - USA Remote
Job Description
SUSE is looking for a visionary and experienced North America Leader for our Technology Sales team. This executive will be responsible for refining & executing the global strategy to align for North America. To lead our technical sales community, ensuring seamless alignment with our overall sales and marketing objectives while providing a tight feedback loop with our Product & Technology group. This role demands a leader who can not only drive significant sales growth but also cultivate a high-performing, sustainable organization that embodies technical excellence and customer-centricity.
Primary Responsibilities
Strategic Sales & Marketing Leadership:
- Develop and implement consistent technology sales strategy that aligns with SUSE's overall GTM strategy and revenue goals.
- Collaborate closely with Sales and Marketing leadership to ensure cohesive strategies, consistent messaging, and effective execution of global sales plays across all customer segments .
- Serve as the key connection point between the Sales organization and Technology & Product (T&P) teams, influencing product roadmaps and incubating initial GTM strategies for new offerings.
- Drive the adoption of a consistent, robust toolbox of content and enablement materials for the global Tech Sales team, ensuring they are equipped to articulate business value and competitive differentiation.
- Utilize sales data, market analytics, and performance metrics to inform strategic decisions, optimize the allocation of technical sales resources, and drive predictable revenue growth.
Organizational Development & Leadership
- Build, develop, and lead a sustainable, high-performing global Technology Sales organization, fostering a culture of accountability, technical excellence, continuous learning, and collaborative teaming.
- Champion a leadership style rooted in high self-awareness and emotional intelligence, creating an inclusive environment where feedback is encouraged and individuals are empowered to achieve their full potential.
- Define and evolve consistent roles, responsibilities, management structures, and compensation plans for all technical sales roles (e.g., Account Solution Architects, Specialist Solution Architects, Sales Specialists, Field CTOs etc).
- Champion consistent and clearly defined career paths, performance expectations, and professional development opportunities for the team, including technical certifications and soft skill development.
- Oversee and influence the effective allocation of technical sales resources across segments and geographies, ensuring appropriate coverage and focus on strategic opportunities.
Technical Sales Excellence & Thought Leadership
- Cultivate a high standard of technical expertise and lead by example, demonstrating deep knowledge of SUSE's portfolio, the competitive landscape, and emerging industry trends.
- Ensure the Technology Sales team acts as trusted advisors to customers, capable of translating complex technical solutions into tangible business value.
- Drive the adoption of best practices in solution architecture, technical discovery, demonstrations, proof-of-concepts, and value-based selling.
- Foster a culture of knowledge sharing and collaboration across technical communities of practice, promoting innovation and continuous improvement within the team.
- Represent SUSE as a public thought leader in the technology sales space, contributing to industry discussions and advocating for SUSE's vision.
Cross-Functional Collaboration
- Ensure seamless collaboration between Technology Sales and other critical customer facing functions, including Customer Success, Ecosystem (Partners) and Professional Services, as well as with the Products & Technology functions.
- Oversee the process for specialist support requests, ensuring timely and prioritized allocation of resources based on strategic value.
Required Skills And Experience
- 10+ years of progressive leadership experience in technology sales, solution architecture, or a related technical field within a global enterprise software company.
- Proven track record of building, leading, and scaling large, geographically dispersed technical sales organizations.
- Deep understanding of enterprise software, open source technologies, cloud, containerization, and DevOps principles.
- Demonstrated ability to develop and execute strategic sales and GTM plans, resulting in significant revenue growth and market share expansion.
- Proven ability to apply analytical reasoning and data-driven insights to shape strategy, identify market opportunities, and solve complex business problems.
- Exceptional leadership and organizational development skills, with a focus on talent cultivation, mentorship, and fostering a high-performance culture.
- Strong business acumen with the ability to translate technical capabilities into compelling business value and ROI for customers.
- Excellent communication, presentation, and interpersonal skills, capable of engaging effectively with C-level executives, technical teams, and internal stakeholders.
- Experience working in a matrixed organizational structure and collaborating cross-functionally to achieve shared objectives.
- Ability to adapt to a fast-paced, dynamic environment and lead through organizational transformation.
- A high degree of self-awareness and emotional intelligence, with a proven ability to understand your impact on others, solicit and act on feedback, and lead with authenticity.
Preferred Skills
- Experience with SUSE technologies or similar open source solutions.
- Familiarity with various sales methodologies (e.g., MEDDPICC, Challenger Sale).
- Advanced technical certifications (e.g., Linux, Kubernetes and cloud provider certifications).
For US Only - US Pay Transparency Disclaimer
If this role is filled in the United States of America, the starting base salary is expected to be between 147,000 and 269,000. In addition to this base salary, we offer a commission plan and an attractive benefits package. US benefits include a comprehensive medical plan, life and disability insurance, 401k, Employee Assistance Programme and generous paid time off and leave policies.
Actual compensation will be determined by factors such as experience, skills, geographical location, internal equity, and budget. Please note that this salary information is applicable to the US only.
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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.
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