Account Executive - New Business

Role Overview

The Account Executive is responsible for identifying and capitalising on new business opportunities, deepening customer relationships, and aligning SUSE’s comprehensive value proposition with customer objectives. The role demands strategic thinking, collaboration with cross‑functional teams, and a focus on delivering high‑value solutions that enhance customer success and drive market share. Success is measured by revenue growth, customer satisfaction, and the ability to navigate large‑scale account dynamics.

Location: Candidate must be based in Paris or surrounding area. Hybrid role: 1 day per week in the Paris office.

Key Responsibilities

• Establish and enhance strong relationships with key stakeholders, including CXO‑level executives.
• Build relationships with Economic Buyer, Technical Buyer, Coach, and Executive Buyer (Champion).
• Apply consultative‑selling techniques to develop a deep understanding of client goals, challenges, and ambitions.
• Serve as a trusted advisor by aligning SUSE’s offerings with client needs and curating a precise mix of products, services, and solutions.
• Take proactive ownership of professional development by staying curious and embracing a growth mindset.
• Identify and capitalise on upselling and cross‑selling opportunities leveraging customer knowledge and the competitive landscape.
• Monitor market trends and competitor activities to refine sales strategies and stay competitive.
• Maintain CRM hygiene by updating all activity, opportunities, and deals regularly to manage the sales pipeline, provide accurate sales forecasts, and track performance.
• Serve as the primary point of contact for customers, managing all aspects of the sales process from initial contact through negotiation, closing of complex deals, and handover to Customer Success for implementation and post‑sale support.
• Partner with the SUSE ecosystem of partners to enhance and bundle solution offerings and extend business opportunities.
• Collaborate with Pre‑Sales, Inside Sales, Partner Ecosystem, and Specialist Sales teams on Account Plans to deliver comprehensive solutions and drive traction.
• Identify and prioritise key accounts each quarter that have a strong potential for adopting SUSE products and solutions, setting clear milestones and timelines to maximise market share growth.

Skills & Experience

• Fluent French and English.
• Experience in sales and account management with a proven track record of meeting or exceeding sales targets.
• Knowledge of the enterprise software industry, particularly Linux Infrastructure, Hybrid Cloud, Container Management, Edge, Artificial Intelligence, and Security.
• Excellent verbal and written communication skills, with the ability to influence senior stakeholders and present complex technical solutions clearly.
• Analytical skills to understand market trends and apply insights to sales strategies.
• Strong problem‑solving skills focused on innovative solutions to client challenges.
• Proven ability to work cross‑functionally, collaborating with internal teams and external partners.
• Experience working with CRM tools such as Salesforce or Clari to manage pipelines and forecast sales accurately.
• Ability to apply enterprise sales methodologies, particularly MEDDPICC, Challenger, or similar frameworks.
• Industry certifications in sales or IT are a plus.
• Understanding of Open Source and transformation topics such as cloud‑native application development and cloud migration.