[Remote] Enterprise Account Executive - West US (New Business Hunter)

Note: The job is a remote job and is open to candidates in USA. SUSE is a global leader in innovative enterprise open source solutions, and they are seeking an Enterprise Account Executive to lead their account management efforts. This role focuses on driving value for clients while maximizing revenue, managing strategic enterprise accounts, and selling a range of products and solutions.ResponsibilitiesCoordinates/Owns account plans for strategic enterprise accounts in the account planning processFocuses on larger deals/opportunities and value and/or volume portfolio management, and selling a range of company products and solutionsUses specialty to leverage existing opportunities and branch into more than one BU in the accountEstablishes a professional working relationship (up to the executive level) with clients, and develops a core understanding of the unique business needsEngages partners effectively to improve win rates on selective dealsBuilds growth opportunities using the account planning process; actively manages planning process through scheduled reviews and updatesGenerates leads for company volume products and certain value products and collaborates with other specialists or partners as neededResponsible for achieving/managing quarterly, half yearly or yearly quotaEnters opportunities in pipeline tools and updates them weekly. Recommends and Implements Pipeline management practicesSell solutions that include hardware, software and servicesBuild and deploy a territory account plan that includes working with partners, specialistsAbility to implement margin recovery activities/strategies in full ownership of the account or in partial ownership depending on account coverageActs as a first interface for international accounts in collaboration with members of global business teams, and local teamsIdentifies customer requirements, matches with company capabilities and chooses the respective company supply chain accordingly (Direct or Indirect)Reviews and designs sales policy and strategySkillsHas deep knowledge of basic enhanced products, solution and service offerings as well as competitors' offeringsTypically 5-8 years of experience as referenced aboveAccount management experience requiredExperience in product specialty (computers, printers, servers, storage)Broad understanding of the customer's needs; applies standard as well as creative solutions to meet those needsAbility to coordinate internal and external partners to deliver appropriate solution saleAble to interface with senior levels internal to the company and external client and partner groupsKnows when to adjust business plans based on account and industry segment opportunitiesUse consultative selling skills to proactively help customer's with making IT business decisionsPartner organization intelligence aligned with partner management skillsConceptualizes and articulates well-targeted solutions in area of specialty - from proposal to contract sign offAbility to understand the customer's business issues and translate to the company's solutionsAbility to prioritize and drive strategic sales activity on a solution basisExcels in competitive selling skillsNeeds a good understanding of the channel and how to partnerUniversity or Bachelor's degree preferredExtensive vertical industry knowledge and advanced degree of selling skillsBenefitsCommissionComprehensive medical planLife and disability insurance401kEmployee Assistance ProgrammeGenerous paid time off and leave policiesCommission planCompetitive benefits packageComprehensive medical coverageLife and disability insuranceA 401(k) planAn Employee Assistance ProgramGenerous paid time off and leave policiesCompany OverviewSUSE provides reliable and interoperable Linux and cloud infrastructure solutions that give enterprises greater control and flexibility. It was founded in 1992, and is headquartered in Nuremberg, Bayern, DEU, with a workforce of 1001-5000 employees. Its website is http://www.suse.com.Company H1B SponsorshipSUSE has a track record of offering H1B sponsorships, with 2 in 2025, 6 in 2024, 3 in 2023, 9 in 2022, 9 in 2021, 1 in 2020. Please note that this does not guarantee sponsorship for this specific role.