Manager Channel Sales (SOUTH EMEA)

Contenu de l'offre Manager Channel Sales (SOUTH EMEA) chez SUSE

Job Description:

About Us

SUSE the world’s largest independent open source company, helps customers, partners and communities be the difference in their spheres of influence. Through open collaboration and agile, enterprise-grade open source solutions, customers, partners and communities are empowered to simplify tasks, modernize environments and accelerate business innovation – ultimately reaping the benefits of measurable value and better futures. Our customer obsessed operating model means exceptional service, value, flexibility and customer choice, with no enforced lock in.

SUSE’s open, open source approach helps our customers and partners move their businesses forward, transforming IT, delivering increased agility and faster innovation.

Objective of the role

We are looking to hire a manager for Partner Sales South.

The main function of this role is to manage and expand a successful partner network (through and with) which will actively sell into SUSE Net New Name and existing customers.

The Manager Partner Sales will lead 4 Partner Executives located in 4 different countries (France, Spain, Italy and UAE) and is the go-to person for all channel related matters for the GEO VP. The Manager Channel also will manage a small number of strategic partners in France.

The manager and his/her team will develop, manage and grow new business with strategic partners for the SUSE product portfolio to achieve or exceed Business Unit expectations. In line with company goals, partner managers are the expert in developing business with strategic partners such as server hardware vendors (both global and local), systems integrators, ISVs and CSPs (cloud service providers) or distributors/VAR’s, in the area of the latest open source technologies.

The Manager Partner sales is a senior professional who understands how to match business solutions with partners, build a partner lead pipeline for SUSE products and transform this in revenue results. The candidate has proven network and experience in partner network, preferably in Italy, Spain, France & UAE. He/she is able to a build a strong internal network and has a proven ability to creatively apply those resources to meet partner needs and to drive end customer revenue. The Manager Partner Sales is an expert in partner relationship building and know how to assure that SUSE and our partners achieve their strategic goals in a win-win relationship.

Focus Area

Make & exceed quota

Leading a team of Partner Executives on execution / implementation of Channel strategy, the creation of a strong partner driven sales pipeline and realizing revenue results.

Member of the SUSE EMEA Channel & Cloud leadership team, reporting into SVP Channel & Cloud EMEA

Channel representative and trusted advisor for VP EMEA South Sales

Thoroughly understand SUSE's capabilities and positioning in the market and have a good understanding of related and / or competitive products and solutions

Understand the products and/or solutions sold by his/her assigned partners, and able to articulate how SUSE’s solutions can be integrated with those products and/or solutions.

Responsible for top partners assigned to the channel team in the markets and acquiring significant new sales opportunities, responsible for coverage of all partners in respective markets by own team or our Digital Partner Sales Team

Forecast accurately according to SUSE’s playbooks

Have /build a strong network of CxO level contacts into strategic partners in Region

Actively support SUSE's strategic indirect sales model by acting as “master orchestrator” of the sale in the ecosystem.

Maintain and expand a strong internal network and have a proven ability to creatively pull teams together to meet and address assigned partners’ needs.

A role model and mentor for others in the organization and a trusted advisor both internally and externally, by demonstrating highest levels of integrity, the right intent, capabilities and results

About You

Minimum 10+ years of professional experience, preferably in Enterprise Software channel sales.

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

5+ years’ experience in managing international teams successfully in a commercial organization

Leading by example, ability to manage change, willing to adapt and embracing the opportunity for growth

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

Experienced in selling in teams across organizational boundaries.

Excellent relationship building skills – truly engages with contacts 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, France & preferably a third language (Spanish, Italian or Arabic)

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

Nice to have

University degree in a business related discipline.

Role specifics may include related industry knowledge including but not limited to Linux, SDS, SDN, other open source software in infrastructure layer, HPC and SAP HANA. For example, an experience of selling a 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.

Global Customer Organization Mission

In GCO we are audacious. We inspire our people, customers, partners and markets to enable their dreams to be realised in collaboration with SUSE.

We differentiate ourselves through integrity, empathy & creativity. Our growth mindset, resilience and a focus on customer success, ensures we are eternally relevant.

This enables our goal of a $1bn company by 2023 and the SUSE levers to be achieved.

What you need to do now

If you’re interested, click Apply now to upload your up to date CV. A recruiter will contact you if your skills are found to be a match for any current or future open positions. In the meantime, we hope you will continue to review our job openings at SUSE Careers.

Job:

SUSE, the world’s largest independent open source software company, powers digital transformation with true open source technologies for the enterprise that simplify, modernize and accelerate traditional, cloud and edge solutions. SUSE collaborates with partners, communities and customers to deliver and support solutions that enable mission-critical business outcomes. SUSE’s container and cloud platforms, software-defined infrastructure, and artificial intelligence and edge computing solutions allow customers to create, deploy and manage workloads anywhere – on premises, hybrid and multi-cloud. For more information, visit www.suse.com.