Partner Development Executive at Suse · Sydney

Partner Development Executive Location: Sydney, Australia About Us Always open. Our code, our culture, our opportunities. Leading open innovation without limits. We are SUSE. 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. For more information, visit www.suse.com. Partner Development Executive Job Description Role Overview 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 SUSE’s indirect sales model, Partner Executives develop and execute business models with partners, enhancing SUSE’s presence in the market and expanding partner reach. Key Responsibilities 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 SUSE's sales strategy. Serve as a central point of contact for partner-related activities by building and expanding relationships with assigned strategic partners. Leverage SUSE's network to develop business models that align partner capabilities with SUSE's 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 generation,deal registration, certifications, upsell opportunities, and cross-sell success. Continuously improve partner impact on SUSE’s sales pipeline by setting and exceeding contribution targets. Maintain and develop strong relationships with key partner stakeholders, including CXO-level executives. 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 SUSE’s growth areas, identify new business opportunities and integrate partners into SUSE’s 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 SUSE’s 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. Job Sales What We Offer We empower you to be bold, driving your career to create the future you want. We celebrate and reward your achievements. SUSE is a dynamic environment that is evolving rapidly, thus requiring agility, strong entrepreneurship and an open mind. This is a compelling opportunity for the right person to join us as we continue to scale and prosper. 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. Sounds like the right fit for you? Click Apply to submit your resume. A recruiter will contact you if your skills match our current or any future positions. In the meantime, stay updated on the latest SUSE news and job vacancies by joining our Talent Community. SUSE Values Choice Innovation Trust Community Additional Locations: Melbourne, Australia