Professional Services Sales Executive - SUSE (2012512)
NetIQ - United States

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We are looking for an individual who has experience representing a Linux distro. You can be located anywhere in the U.S. but since travel to both coasts and Canada is involved, quality of life will be highest if you are in between vs. on one side or the other.
The Services Sales Executive (SSE) is responsible for structuring solutions for clients within the United States and Canada, focused on SUSE-based Solutions. SSEs work with the sales teams (Account Executives, Sales Specialists and Partner Executives) to sell services (Premium Support, Consulting and Training) to clients. In addition, SSEs work with internal stakeholders to define solutions based on customer needs. SSEs may work remotely on occasion for customers for solution structuring, pricing and delivery for shorter duration projects. In addition, SSEs may be required to conduct some inside sales and to promote the growth of the overall services ecosystem. SSEs must have a broad understanding of all SUSE's product portfolio, a clear understanding of implementation methodology, deep knowledge of the risks and level of effort associated with the implementation of our products, ability to write clear effective statements of work (SOWs), and the ability to create accurate price estimates using our Global Pricing Tool (GPT).

Performance Expectations
Increase SUSE services penetration into existing accounts through cross and upsell Solution structuring for all customers, with focus on shorter duration projects Technical depth and credibility around SUSE-based solutions, including SUSE Manager, SUSE Cloud, and SUSE Studio. Knowledge and understanding of SUSE Consulting offerings Work with Account Executives, Sales Specialists and Partner Executives to win new clients and projects

  • Achievement of Services invoiced revenue targets for the US and Canada Accurate forecasting Customer satisfaction
Required Education & Experience
A bachelor degree or related degree in Business or related field (or equivalent work experience) is required. A graduate degree is helpful. Must have 8 - 12+ years of experience in sales or similar role. Experience in one or more industries (Education, Financial Services, Government, Health Care, Manufacturing, Retail or Telecommunication) is helpful. Enterprise IT Sales experience, preferable with solutions or services SUSE Linux, Unix or other open-source knowledge and experience is required. Demand Generation experience Opportunity Management experience Strong forecasting skills Professional sales skills (negotiating, pricing, contracts, telephone skills, etc.) Ability to communicate and present to C-level audiences Able to influence both internal and external stakeholders Sound business acumen; ability to embrace and champion change Excellent communication skills, both written and oral; fluent English is mandatory
Personal Attributes
Requires a strong sense of responsibility, self-motivation and the ability to prioritize and organize workload Enthusiastic about solution portfolio and NetIQ and Novell value proposition Ability to explain larger contexts in a convincing manner Ability to see and follow the big picture Ability to understand both the business and the technical side of problems and needs Ability to explain larger contexts in a convincing manner Ability to represent SUSE well in client situations on the CxO levels Decisive, reliable and persistent in following up with agreements and tasks
Will require frequent travel to customer sites. The exact travel requirements will depend on the nature of business and customers/partners within assigned Business Unit and Area. Centralized US location optimal for coverage. Will require frequent travel to other off-site meetings/seminars for business purposes.
  • LI-DK1

Monster - 23 months ago - save job - block
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