About Us
Always open. Our code, our culture, our opportunities. Leading open innovation without limits. We are SUSE.
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.
We are in search of an outstanding individual to take on the role of a Solution Architect. This role involves aiding our clients in making strategic investments in solutions from the wide array of offerings within the SUSE portfolio, ultimately granting them a competitive edge.
The perfect candidate will showcase their adeptness in both technical leadership and deep knowledge of the SUSE Technology portfolio. They will evolve into a relied-upon trusted advisor, acting as a catalyst for generating new possibilities, overcoming challenges, and cultivating strong partnerships with our clients. Their mission will be to champion SUSE technology and actively engage in the sales process while maintaining their foundational role as a technical expert.
While operating within our sales organization, the core essence of this position remains that of a technical specialist, actively involved in shaping the sales journey. The ultimate objective is to effectively position the most suitable solutions based on customer needs and secure victories on the technical front.
Or in short Sell, Market and Showcase SUSE Technology, Products, and Offerings
Focus Areas
Prospect and Customer Facing:
- Maintain involvement and aid in advancing opportunities throughout the qualification, definition, proof/evaluation, proposal, and closure phases of the sales process.
- Engage with the sales representative and prospect to ensure a prospect’s business needs can be addressed with SUSE’s current and roadmap product capabilities.
- Offer presales technical assistance in the formulation and execution of intricate offerings and solutions.
- Provide guidance and support for proofs of concepts, workshops, and seminars as deemed necessary.
- Act as a trusted advisor on the customers end, aiding technology stakeholders in establishing and achieving their expectations.
- Lead discussions of a technical nature, explaining how the SUSE portfolio and architectured solutions correspond to the customers business and organizational prerequisites.
- Conduct research and draft responses to the technical segments of requests for information (RFIs), requests for proposals (RFPs), and requests for quotes (RFQs).
- Attain comprehension of customer business and IT landscapes, collaborating with Sales teams to evaluate the potential applicability of SUSE solutions.
- Participate on meetings and conferences with customers and partners to serve as a liaison between SUSE internal organizations such as Technical Support and Product Research and Development
Internal Facing:
- Support the Sales and Partner team by offering suggestions for the creation and execution of intricate offerings and solutions, aimed at attaining sales targets.
- Collaborate with regional division to craft a comprehensive go-to-market strategy, outlining account approaches and aiding in the realization of strategic opportunities.
- Assist the Marketing team through both on-field and online initiatives.
- Engage with Strategic Business Solutions and Product Marketing to participate in the authoring of early stage marketing materials (presentations, solution white papers, customer success stories, and marketing slides) and related business solution demonstration scenarios that highlight SUSE’s capabilities.
- Maintain alignment with Marketing and Product Management of existing and Future SUSE suite capabilities and help drive product innovation.
- Keep up to date with any new SUSE solutions across the business lines.
- Understand functionality and interoperability of SUSE components.
- Disseminate insights gained from knowledge exploration and guide fellow Solution Architects, enabling team members to benefit from your achievements, errors, optimal methodologies, field experience, and technical insights.
Preferred Experience & Skills
- Presales experience: ability to translate technical knowledge and skills into proposals, presentations, demos, and customer workshops
- Ability to concisely explain technical concepts to non-technical audiences and present key business and technical value for solutions architecture
- Ability to coordinate associates and influence internal and external stakeholders
- Familiarity with UNIX or Linux systems, along with provisioning, patch management solutions, and configuration management technologies
- Solid knowledge of hybrid cloud infrastructure and management solutions
- Knowledge of key technologies in DevOps landscape, encompassing Linux containers, container management, Kubernetes, security, and continuous integration (CI) and continuous delivery (CD) tools.
- Experience with building complex solution proposals and architecture and a knowledge of mission critical business applications like SAP.
- Willingness to Travel
Personal Attributes
- Highly independent self-starter capable of efficiently working with minimal supervision. Demonstrates the ability to manage multiple customers simultaneously, multitasking effectively, and adeptly handling time to meet and exceed deadlines.
- Outstanding networking, presentation, and communication proficiencies. Capable of effectively conveying messages through verbal and written means, catering to both technical and business recipients.
- Demonstrated team collaborator with a ability for utilizing resources and providing assistance when necessary.
- Possesses a comprehensive grasp of the business consequences and effects related to strategic software products. This expertise is harnessed to optimize potential within sales scenarios
- Able to interpret customers; business challenges and technical concerns, adeptly illustrating how a solution will harmonize with their demands or prerequisites.
