About UsAlways open. Our code, our culture, our opportunities. Leading open innovation without limits. We are SUSE.We are open in our roots and open in our approach, striving to be the most trusted open innovator in the World. Openness extends beyond our technology. Our vibrant community thrives on diversity and connectivity without borders.SUSE is a global leader in innovative, reliable and secure enterprise-grade open source solutions, relied upon by more than 60% of the Fortune 500 to power their mission-critical workloads. We specialize in Business-critical Linux, Enterprise Container Management and Edge solutions, and collaborate with partners and communities to empower our customers to innovate everywhere – from the data center, to the cloud, to the edge and beyond. SUSE employs more than 2,500 people.The RoleSince its inception in 1992, SUSE has been at the forefront of technical innovation where change has been the only constant.Discover, oversee, and finalize fresh business ventures for SUSE solutions within net new accounts, and emerging or expanding accounts. Concentrate on esteemed clientele spanning various sectors who haven't had extensive prior dealings with SUSE.Cultivate strong customer relationships, encompassing interactions with CXO-level executives.Put forth SUSE's tailored solutions that expeditiously address Public Sector customer concerns, working alongside a multifaceted team including pre-sales engineers, premium support specialists, partner sales experts, and consulting service professionals. Collaborate harmoniously with internal stakeholders to propose SUSE solutions, guiding customers toward successful digital transformations.Exceed predetermined sales and coverage targets for public sector accounts in Brazil.Critical to achieving excellent results will be understanding the unique local procurement processes followed by the Brazilian public sector organizations under local laws and regulations; and building and/or leading a team of Account Executives and Territory Account Managers towards sales targets achievements, while creating an environment that promotes employee satisfaction.This position is based in Brasília, DF, and reports to SUSE's Latin America General Manager.Focus AreasBe the leader and domain expert for SUSE's defined public sector customers in Brazil.Independent development of sales activities tailored to the public sector and their successful implementation.Continuously increasing the market presence of SUSE in the public sector and thus promoting the strategic expansion of the customer segment.Accurately forecast sales outcomes using SUSE's established methodologies.Develop an in-depth understanding of SUSE's market presence, capabilities, and competitive landscape.Align SUSE offerings with clients' business challenges and needs.Curate a precise mix of products, services, and solutions to effectively address client challenges.Concentrate efforts on key accounts within the assigned market to identify upselling and cross-selling opportunities.Utilize an established network of high-level contacts, including CxOs, within target companies.Foster and expand a robust internal network to creatively coordinate teams to meet client needs.Act as a natural networker, striking a balance between long-term value, personal achievement, and SUSE's interests.Play an active role in bolstering SUSE's strategic indirect sales model by orchestrating sales within the ecosystem.Serve as a mentor and role model, embodying integrity, capabilities, and results.Cultivate trust as a reliable advisor both internally and externally.Proactively seek opportunities for improvement, maintaining current certification and sales skills.Preferred Experience & SkillsHave good knowledge of the public sector, its regulations, actors and processes, as well as a confident demeanor in this environment.Have several years of professional experience with public clients in field sales (state authorities, complex IT framework contracts).Concrete experience selling through and with business partners.Strong understanding of enterprise sales methodologies, particularly MEDDPICC.Proven track record of exceeding sales quotas and goals.Ability to translate customer business issues into suitable solutions using innovative approaches.Coordination of internal and external collaborators at various levels for solution-oriented sales.Relationship management at higher management and executive tiers across different business lines.Strong negotiation and deal-closing skills.Knowledge of territory markets and customer industries, with an eye on trends and strategic directions.Strategic prioritization of complex solution-based sales activities.Excellent negotiation, communication, and interpersonal skills.Previous experience in managing high-level customer relationships, ideally within the technology sector.Proactive approach to seeking continuous improvement and staying updated on industry trends.Relevant certifications or training in sales methodologies is a plus.Personal AttributesThe ideal candidate will embrace the transformative nature of this role - as we continue our evolution, we require you to build capability and institutionalize best practices.Questioning and challenging assumptions will be necessary.Your relationship building skills both with direct peers but also across the wider business will be critical.Strong Problem Solving and the ability to build rapport Quickly.Strong leadership skills and cross-functional expertise.Self-Motivated and Data Driven Approach.Strong Communication, Strategic Thinking, and Empathy.What we offerWe empower you to be bold, driving your career to create the future you want. We celebrate and reward your achievements.The ideal candidate will be enterprising, independent, and capable of working autonomously. You are by nature extremely organized, highly responsive, and able to work in a fast-paced environment.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.SUSE ValuesWe are passionate about customers.We are respectful and inclusive.We are empowered and accountable.We are trustworthy and act with integrity.We are collaborative.We are SUSE!
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