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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.
Alliance Solution Architect - Global System Integrators
Job Description
Role Overview
The GSI Alliance Solution Architect acts as a trusted technical advisor for customers and partners, ensuring that SUSE’s solutions align with their business and technical needs. You will work closely with regional sales and partner teams to drive technical excellence in solution design, positioning SUSE as a leader in the industry.
The role will leverage specialised knowledge to consult with customers, supporting sales presentations, product demonstrations, proofs of concept, and technical requests. Ultimately, success will be helping SUSE's most strategic GSI partners invest in the right solutions from the SUSE portfolio, giving them a competitive edge.
Key Responsibilities
- Engage with GSI partners to understand both their technical and business strategies - building valued relationships and developing as a trusted technical advisor. Conduct thorough assessments to identify gaps, opportunities, and challenges, ensuring that solutions are tailored to specific partners.
- Assist in the technical aspects of deal progression, from qualification to closure for GSI-related opportunities. Champion the technical validation process, including product demonstrations, technical presentations, managing proofs of concept (PoCs), addressing customer objections, and ensuring that the technical value of SUSE’s solutions is fully realized.
- Serve as the voice of the customer by actively gathering and communicating customer feedback and requirements, to SUSE’s Product, Strategy, and Engineering teams. Ensure that customer needs are reflected in new product features, updates, and messaging, while facilitating regular feedback loops, and support escalations to ensure product improvements align with customer expectations and maximise value.
- Collaborate with Field and Specialist Sales, Partner Ecosystem, and Customer Success teams to create Account Plans to drive solution adoption and ensure customer satisfaction throughout the sales lifecycle.
- Contribute to the development of go-to-market strategies with regional sales teams, and participate in marketing efforts through presentations, blogs, technical speaking engagements, rodeo’s and booth demo’s.
- Support the analysis of competitor offerings and collaborate on developing strategies to differentiate SUSE solutions, identifying key advantages in specific use cases.
- Conduct research and draft responses to the technical segments of requests for information (RFIs), requests for proposals (RFPs), and requests for quotes (RFQs).
- Transfer knowledge to pre-sales peers and contribute to internal education through mentoring, peer training, and sharing insights on product innovations and technical solutions.
- Consistently maintain CRM hygiene by updating all activity, for each opportunity - Use Case, Success Criteria, Technical Close Status (TCS) and Next Steps in the technical close process.
- 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 Technical Sales professional, and deepening your expertise in the SUSE value proposition.
Skills & Experience
- Experience in technical consulting, pre-sales engineering, or solution architecture, with a focus on enterprise software solutions.
- Practical skills with Linux systems, open-source software, and related infrastructure solutions, with experience in cloud computing and container technologies like Kubernetes.
- Proven ability to articulate complex technical solutions clearly and effectively to diverse audiences up to CXO level, translating technical concepts into business value and demonstrating how they align with customer objectives.
- Experience in creating technical demonstrations and whitepapers to illustrate product value through use cases.
- Strong problem-solving abilities, capable of addressing complex technical problems and delivering innovative, value-driven solutions.
- Experience collaborating cross-functionally with sales, engineering, and customer success teams to deliver comprehensive solutions and ensure customer satisfaction.
- Experience in designing and delivering complex enterprise solutions, ensuring scalability, security, and reliability.
- Exceptional consultative-selling skills, fostering meaningful customer relationships, guiding engagements, and serving as a trusted technical advisor through collaboration
- Proficiency in competitor analysis and solution positioning, showcasing SUSE's advantages over peers.
- Experience working with CRM tools (e.g., Salesforce, Clari) to manage pipelines, track technical validation, and measure solution success.
This position is subject to a background check(s), including criminal, credit, and/or employment references. The candidate is required to complete the background check(s) once an offer has been accepted. This will be conducted by SUSE’s external provider, where legally permitted.
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.
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