Public Sector Account Executive, Rome

Public Sector Account Executive, Rome

Drive significant growth for SUSE by managing a portfolio of high-value accounts predominantly within the public sector across the Italian territory. The Account Executive plays a pivotal role in identifying and capitalizing on new opportunities, deepening customer relationships, and aligning SUSE's comprehensive solutions with client objectives. This role requires advanced strategic thinking, consultative selling expertise, and the ability to influence decision-making at senior levels. The Account Executive operates with considerable autonomy to shape account strategies, collaborate with cross-functional teams, and deliver innovative solutions that enhance customer success and grow SUSE's market share. Success is measured by achieving revenue targets, fostering long-term client relationships, and contributing to SUSE's position as a trusted advisor in the industry.

Cultivate relationships with key stakeholders, including CXO-level executives, Economic Buyers, Technical Buyers, and Champions. Acting as a trusted advisor to support their business objectives while positioning SUSE's solutions for long-term success.

Apply advanced consultative-selling skills to deeply understand client needs and challenges. Develop tailored solutions that address both immediate requirements and long-term strategic goals.

Take ownership of your professional development by actively pursuing advanced learning opportunities and deepening your expertise in SUSE's solutions and value proposition. Focus on refining your skills as a Sales professional, staying ahead of industry trends, and contributing to team success by sharing insights and best practices.

Proactively identify and capitalize on upselling and cross-selling opportunities — leveraging customer knowledge, expertise on SUSE's market presence and capabilities, and the competitive landscape.

Conduct detailed analysis of market trends and competitor strategies to refine sales approaches and ensure SUSE's solutions remain competitive and innovative.

Consistently maintain CRM hygiene by updating all activity, opportunities, and deals regularly to manage the sales pipeline, provide accurate sales forecasts, and track performance. Use data to influence account strategies and ensure team alignment with customer goals.

Manage the full sales cycle for high-value opportunities, from initial contact, through negotiation and closing of complex sales deals, to handover to Customer Success for implementation and post-sale support, ensuring long-term, value-based relationships.

Partner with the SUSE ecosystem of partners to design and bundle solution offerings, leveraging partner relationships to expand market reach and customer engagement.

Lead and participate in Account Plans with your counterparts across Pre-Sales, Inside Sales, Partner Ecosystem, and Specialist Sales teams to deliver comprehensive solutions and help drive traction.

Identify and prioritize key accounts each quarter that have a strong potential for adopting SUSE products and solutions — setting clear milestones and timelines to maximize opportunities for significant market share growth.

Significant experience managing complex account portfolios and delivering consistent growth, with exposure to high-value industries.

Proficient in key solution areas, including Linux Infrastructure, Hybrid Cloud, and container technologies, with the ability to align solutions with client needs.

Proven experience managing customers in the public sector in Italy, including an understanding of procurement processes, regulations, and decision-making structures within the public sector.

Excellent verbal and written communication skills, with the ability to influence senior stakeholders and present complex technical solutions in a clear and compelling manner.

Advanced ability to analyze market trends and customer data to influence sales strategies and adapt to changing industry dynamics.

Skilled in developing innovative solutions to address diverse client challenges and maximize customer value.

Proven ability to work cross-functionally, collaborating with internal teams and external partners to contribute to the development of team strategies and solutions.

Experience working with CRM tools (e.g., Salesforce, 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.

Sales

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.

SUSE Values

• Choice
• Innovation
• Trust
• Community