Business Development Manager - Datacentre

Leading open innovation without limits. 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. GSI Business Development Manager
Partner Executives serve as senior business development professionals who work closely with strategic partners to align SUSE solutions with partner objectives. Their role involves building strong relationships with partners fostering business growth and driving mutual success through creative and effective partnerships. By acting as ambassadors for SUSEs indirect sales model Partner Executives develop and execute business models with partners enhancing SUSEs presence in the market and expanding partner reach.

Drive pipeline development through partner led-opportunities ensuring consistent communication and coordination with Account Executives to align partner strategies with regional business plans.
Develop and maintain joint business plans outlining shared goals budgets and strategies. Hold regular partner management meetings including weekly and quarterly reviews to ensure ongoing alignment with SUSEs sales strategy.
Serve as a central point of contact for partner-related activities by building and expanding relationships with assigned strategic partners. Leverage SUSEs network to develop business models that align partner capabilities with SUSEs open-source solutions fostering a collaborative approach to drive mutual success enhance market presence and achieve joint business goals.
Track partner contributions to business growth by measuring key performance indicators such as incremental revenue generationdeal registration certifications upsell opportunities and cross-sell success. Continuously improve partner impact on SUSEs sales pipeline by setting and exceeding contribution targets.
Building key relationships - Economic Buyer (internal customer) Technical Buyer (our liaison) Coach & Executive Buyer (Champion).
Manage initiatives to recruit onboard and engage new partners that align with SUSEs growth areas identify new business opportunities and integrate partners into SUSEs broader ecosystem for long-term success.
Motivate partners to engage in SUSE programs drive sales technical partner certifications and demand generation through developing go-to-market solutions and tailored playbooks that align with SUSEs growth strategies in areas like security edge and cloud with a focus on customer success and revenue generation.
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 Sales professional and deepening your expertise in the SUSE value proposition.
Collaborate with Marketing to create and promote compelling partner success stories showcasing impactful business outcomes and enhancing brand visibility to support partner engagement and pipeline growth

Skills & Experience
Experience in a partner-facing sales role with understanding of ecosystems customer needs and channel sales strategies in key industries such as cloud services software-defined infrastructure and open-source solutions.
Analytical skills to assess market trends partner performance and business opportunities using insights to refine partner strategies and maintain a competitive advantage.
Expertise in managing customer and partner relationships from initial discussions to long-term strategic alliances with the ability to build trust and rapport with C-level executives.
Knowledge of the enterprise software industry - particularly solutions such as Linux Infrastructure Hybrid Cloud Container Management Edge Artificial Intelligence and Security
Ability to apply enterprise sales methodologies particularly MEDDPICC or similar frameworks. Industry certifications in sales or IT are a plus.
Strong leadership skills with the ability to manage and coordinate cross-functional teams across partner organisations influencing decisions and driving mutual business success.
Experience working with CRM tools (e.g. Salesforce Clari) to manage pipelines and forecast sales accurately.
Strong communication skills both written and verbal for articulating and translating complex technical solutions into business value propositions to partners and internal teams with the ability to guide strategic discussions with senior stakeholders.
Problem-solving skills that focus on innovative solutions to partner challenges ensuring both SUSE and its partners achieve their business goals in changing business conditions.
Advanced sales negotiation and deal-closing skills for high-value complex deals involving multiple stakeholders with proven success in steering senior-level discussions and closing opportunities.
Sales
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.
A recruiter will contact you if your skills match our current or any future the meantime stay updated on the latest SUSE news and job vacancies by joining our Talent Community .

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