other
Added 2 weeks agoPartner Development Executive
at SUSE
Sydney, AustraliaHybrid
Responsibilities
- 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.
- 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.
- Maintain and develop strong relationships with key partner stakeholders, including CXO-level executives.
- 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.
- 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
Requirements
- 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.
- 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.
- 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.