Global Account Director - Tech Mahindra and Telco

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SUSE is a global leader in innovative, reliable and secure enterprise open source solutions, including SUSE Linux Enterprise (SLE), Rancher and NeuVector. 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.  

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.

Job Description

Reporting to: Global Vice President GSIs 

Your opportunity

Join an international team of senior leaders with the mission to build and accelerate SUSE’s global business with strategic alliance partners. 

We are seeking an experienced, commercially oriented business professional to lead a cross-functional virtual team and rapidly grow our GSI Telco approach. You will lead the TechM relationship but also be the SME for other GSI relationships. Your vision and direction as a cross-functional business leader will inspire the active engagement of indirect team members from across SUSE’s global organization - including sales, marketing, services, products, and more - all working together with you to create strategic plans and take to market compelling, differentiated solutions with your partner that drive rapid commercial growth.

With a deep understanding of the telco market and technical business strategies, you will assess the market and engage at senior levels to develop a shared strategic vision and the executive sponsorship and support required to act on it. As a respected thought leader, you will propose innovative new business ideas and secure the partner alignment and engagement needed to put them into practice.

The key to success will be your ability to foster cross-functional collaboration and co-innovation between SUSE and key target GSIs including Tech Mahindra, Infosys, TCS and others, and then effectively drive the resulting differentiated solutions into the Telco market together in a way that aligns with both organizations' strategies, goals, and targets. 

The role sits within the Global Revenue function, reporting to the Global Vice President Global Systems Integrators.

Focus Areas  

  Alliance Development:

• Research and identify a strategic alliances with GSIs to compliment SUSE’s telco product and service portfolio. Onboard Tech Mahindra

• Drive partnership negotiations and finalize agreements in alignment with SUSE’s telco for non owned accounts (GADs in place) be the Telco SME

• Develop and implement joint sales strategies with partners to maximize market reach and revenue potential.

• Report on alliance performance, pipeline, and revenue contributions to senior leadership.

• Be a subject matter expert on all aspects of Telco GSI targeted organizations, programs, strategy, market, and performance.

 Telco Sales Leadership:

• Identify and target sales opportunities with telecom operators, focusing on use cases for Core, RAN and Access to monetize 5G beyond connectivity

• Build and maintain relationships with key stakeholders across operator business units

• Collaborate with Account Executives (AEs) to create and execute targeted account plans

• Support sales enablement by creating impactful sales plays and customer-facing materials.

Preferred Experience & Skills 

• Strong understanding of telecommunications operators' business needs and how open source solutions address them.

• 15+ years in global alliance/partnership leadership roles including commercial responsibility with both direct and indirect virtual team responsibilities. 

• 10+ years of experience in the enterprise infrastructure software industry with alliances, partnership sales, and relationship management responsibilities

• Highly effective at growing, maintaining, and influencing partner relationships at all levels including day-to-day execution relationships and senior leadership levels

• Excellent communications and negotiation (verbal/written) and presentation capabilities combined with the ability to clearly articulate complex business proposals and to influence both internal and external stakeholders at senior leadership levels

• Excellent cross-functional leadership and collaboration skills that can quickly bring together a virtual team to execute effectively shared goals and objectives

• Experience coordinating with an ecosystem of adjacent partners types (GSI, ISV, etc.) adjacent to your alliance partner – ie. forming/executing multi-partner solution and GTM plans

• Strong market knowledge and ability to create successful commercial growth strategies as well as own and execute a long-term strategic plan

• Demonstrated success at applying commercial analytical skills to long-term business planning that results in tangible business outcomes.

• Knowledge of SUSE’s product portfolio is a strong plus.

• Ability and willingness to travel up to 30% global travel

Personal Attributes 

• Growth mindset - understand what processes to streamline, delegate and guide the virtual team toward one goal 

• Leadership/Influence - drive the virtual global team with a strong focus on execution and driving results

• Strong strategic negotiation skills to solve problems, resolve issues and manage conflict.

• Excellence at dealing with ambiguity and remaining calm and productive under pressure

For US Only - US Pay Transparency Disclaimer
If this role is filled in the United States of America, the starting base salary is expected to be between $131,000 and $239,000. In addition to this base salary, we offer a commission plan and an attractive benefits package. US benefits include a comprehensive medical plan, life and disability insurance, 401k, Employee Assistance Program and generous paid time off and leave policies.

Job

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 

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