Inside Sales Representative - New Business

Inside Sales Representative - New Business

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 2,400 people globally, in 32 countries.

The role

Since its inception in 1992, SUSE has been at the forefront of technical innovation, where change has been the only constant. As an inside sales representative, you will contribute to SUSE's success by engaging in various sales activities, including but not limited to supporting enterprise sales teams, developing relationships with non-named accounts, and driving new business.

Focus areas

Work closely with a small team of account executives (AEs) to prospect for new customers and expand existing ones.

Support AEs with lower-level customer contact, quoting, transaction handling, and forecast maintenance.

Build outbound campaigns to engage priority white space accounts.

Manage inbound leads by creating personalized flows consisting of emails, calls, texts, and LinkedIn messages.

Propose additional SUSE solutions that will quickly resolve customer issues.

Collaborate with SUSE teams that touch the customer and the ecosystem.

Accountability

Prospecting and opportunity generation

Account mapping and stakeholder engagement

Inbound lead management

Partner collaboration

Sales process execution

Messaging and outreach

Market knowledge

Building best practices

Achieving sales targets

Preferred experience & skills

College/university degree in a business-related discipline or equivalent professional experience.

2+ years of proven professional selling experience, with a track record of success, preferably in IT or data center sales.

Demonstrates experience & success in selling new business through partners and their respective initiatives/projects at senior executive level.

Understanding of the open source software defined infrastructure, cloud market, and related customer needs is preferred.

Role specifics may include related industry knowledge, including Linux, SDS, SDN, other open-source software in the infrastructure layer, HPC, and SAP HANA. For example, experience selling server hardware running SAP and/or Linux may not be sufficient to meet the requirements for a particular role.

Excellent relationship-building skills – truly engages with contacts and knows how to tell a compelling story.

Understand and use the power of social selling (social media).

Understanding of sales methodologies (preferably MEDDPICC) and channel/partner models preferred.

In-depth knowledge of the relationship with the assigned partners relevant to the specific role.

Fluent in written and verbal communication in English.

Personal attributes

Adaptable and resourceful: Embraces change, builds capability, and institutionalizes best practices.

Driven and results-oriented: Hungry for success, challenges assumptions, and drives for results.

Collaborative and communicative: Strong relationship builder, works effectively across the business.

Proactive and independent: Self-motivated, self-starter, comfortable with ambiguity.

Confident and curious: Creative, adaptable, and eager to learn.

Measures

100% attainment of quota.

Attainment of KPIs and success metrics.

This position is subject to a background check(s), including criminal, credit, and/or employment references. The candidate is required to complete the background check(s) once an offer has been accepted. This will be conducted by SUSE's external provider, where legally permitted.