Total 4 job vacancies by Suse Software Solutions Singapore Pte. Ltd.

The Company

SUSE, a pioneer in open-source software, provides reliable, interoperable Linux, cloud infrastructure and storage solutions that give enterprises greater control and flexibility.

SUSE has over 25 years of engineering excellence. Its exceptional service and unrivalled partner ecosystem are used to power the products and support that, in turn, help SUSE’s customers to manage complexity, reduce cost, and confidently deliver mission-critical services. SUSE is also an active member of many open-source communities, such as the openSUSE Project, OpenStack, Ceph, OpenNFV, OpenHPC, and more, which all form part of a global drive to help solve some of the world’s most challenging technology issues.

The Role

SUSE Legal is seeking to engage a Legal Counsel (Commercial & Tech) to join the APAC legal commercial team covering a wide range of commercial, IP and IT matters and all types of commercial contracts. Work has typically included sales contracts, collaboration agreements, software contracts, IP licences and service and support agreements, as well as the provision of advice and support on procurement, disputes, HR and employment, data privacy and cybersecurity, export controls and regulatory compliance matters.

The role will report to the Regional General Counsel for APAC in Singapore but will be required to liaise with stakeholders at all levels across APAC.

About You

• Solicitor, around 7-10 years PQE, preferably qualified in Singapore, China or England & Wales, but other jurisdictions considered.
• Fluent in English, with additional fluency in Mandarin and/or Japanese being helpful but not a necessity.
• Strong IT/Technology background, preferably from having worked in-house at a technology/software company.
• Strong drafting, research and negotiation skills coupled with rounded IP knowledge.
• Works well under pressure and to tight deadlines with well developed prioritisation skills and an ability to multi-task/handle numerous projects simultaneously.
• Experience of working within an Enterprise Software enviroment
• Experienced in managing large complext software deals
• Strong preference for knowledge of open source subscription deals.
• A customer-focussed and detail-oriented team player with the ability to work autonomously/with minimal supervision and with the capacity to take initiatives and be proactive in addressing any challenges.
• A strong cultural awareness and ability to work with colleagues and stakeholders across different jurisdictions.
• Good sense of humour with the ability to collaborate with colleagues across teams and jurisdictions.
• Business focussed and solutions oriented with strong communication skills and an ability to explain complex matters in clear, accessible language.

The Role

You will be part of the APAC commercial legal team operating out of Singapore. The team supports all areas of APAC (South-East Asia, Japan, South Korea, Australia, New Zealand, India, China, Hong Kong and Taiwan) and is responsible for all legal matters with regards to customer, partner and vendor contracts as well as dealing with general legal issues covering IP and technology, procurement, disputes, employment, data privacy and cybersecurity, export controls and regulatory compliance.

The work you will undertake include the following:

• Providing advice on information technology, IP and commercial contracts, especially open-source software and licence agreements;
• Drafting, marking up, negotiating and providing advice on a broad spectrum of commercial agreements involving our customers, suppliers and strategic partners, including services and supply agreements, distribution agreements, SAAS, PAAS, cloud and more;
• Providing support and advice on the management of disputes, HR and employment issues, data privacy and cybersecurity, export controls and regulatory compliance;
• Developing and delivering training to the business and supporting functions covering matters such as contract processes, the meaning of various contractual provisions, negotiation skills, legal compliance and group policies;
• Supporting and leading legal team strategy initiatives; and
• Briefing and managing external legal counsel on a variety of matters.

Location: The role is located in Singapore and is hybrid (the team works flexibly, which includes home working and a minimum of 2 weekly days in the office).

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.

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.

The Global Organizational Psychologist will provide strategic psychological insights and executive coaching to top management, enhancing leadership capabilities and organizational effectiveness on a global scale. This role requires a deep understanding of psychological principles, executive coaching certification, and experience working with senior executives across diverse cultural environments. The Org Psych will collaborate with various departments to develop and execute programs that align with the company's strategic goals.

Key Responsibilities:

1.⁠ ⁠Executive Coaching and Development:

- Provide one-on-one coaching to senior executives to enhance leadership effectiveness, decision-making, and personal development.

- Design and implement executive development programs tailored to individual and organizational needs.

2.⁠ ⁠Strategic Consultation:

- Advise top management on organizational behavior, culture, and change management strategies.

- Conduct organizational diagnostics and provide actionable insights to improve overall performance and employee well-being.

3.⁠ ⁠Leadership Assessment:

- Utilize advanced psychometric tools and assessments to evaluate leadership potential and performance.

- Develop succession planning frameworks and identify high-potential leaders within the organization.

4. .⁠Employee Well-being and Engagement:

- Design and oversee programs aimed at improving employee mental health and well-being.

- Conduct regular employee engagement surveys and analyze results to inform policy and practice.

5.⁠ ⁠Talent Development and Management:

- Collaborate with the Culture & Talent team as well as the broader People team to create and implement talent development programs.

- Use psychological principles to enhance talent assessment, development, and succession planning processes.

6.⁠ ⁠Organizational Development:

- Collaborate with the Culture & Talent team and the broader People team to work on organizational development initiatives, including change management, leadership development, and team dynamics.

- Apply psychological research to solve complex organizational issues and improve workplace productivity.

7.⁠ ⁠Diversity, Equity, and Inclusion (DEI):

- Support DEI initiatives by incorporating psychological insights into programs and policies.

- Promote an inclusive workplace culture through targeted interventions and training.

8.⁠ ⁠Data Analysis and Research:

- Conduct and oversee research on workplace behaviors and organizational effectiveness.

- Utilize data analytics to drive decisions and measure the impact of psychological interventions.

Qualifications:

•⁠ Doctorate in Organizational Psychology, Industrial-Organizational Psychology, or a related field.

•⁠ ⁠Certified Executive Coach with a recognized certification (e.g., ICF, EMCC).

•⁠ ⁠Registered Psychologist with a valid license to practice.

•⁠ ⁠Extensive experience working with senior executives and top management in a global or multinational setting.

•⁠ ⁠Strong expertise in psychological assessment tools, leadership development, and organizational diagnostics.

•⁠ ⁠Excellent communication, presentation, and interpersonal skills.

•⁠ ⁠Ability to work effectively in diverse cultural environments.

•⁠ ⁠Proficiency in data analysis, research methodologies, and strategic planning.

Work Environment:

•⁠ ⁠This is a global role requiring flexibility in working hours to accommodate different time zones.

•⁠ ⁠Frequent international travel may be required.

•⁠ ⁠The role may be performed remotely, with occasional on-site visits to regional offices.

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.

Job Description

Edge Sales Specialists are Industry Specialists with Edge technology background who think in solutions not product, they are responsible for leading pursuit in their assigned industries. Collaborates with and supports Account Managers and provides specialist expertise within the sales team. Drives proactive campaigns to build the pipeline, uses specialized knowledge and skills to prospect, qualify, negotiate and close opportunities. May have named accounts allocated, cover a designated geography, or may be allocated to one high-potential, competitive attack account.

Responsibilities:

• Develops long term sales pipeline to increase the company's market share in specialized area.
• Use specialty expertise to seek out new opportunities for customer value by expanding and enhancing existing opportunities to build the pipeline in and drive pursuit in specialty area.
• Build Go-To-Market Sales Plays with deep understanding of their assigned industry.
• Develop and maintain C-Level relationships and use domain expertise to make SUSE a trusted advisor.
• Provide support to the Account managers.
• Set direction for business development and solution replication.
• Creates and grows reference customers.
• Sell complex products or solutions to customers on a partnership basis.
• Develop and work with key System Integrators to develop joint GTM Sales Plays
• May act as a dedicated resource to a few strategic accounts.
• Establish a professional, working, and consultative, relationship with the client, including the C- level for mid-to-large accounts by developing a core understanding of the unique business needs of the client within their industry.
• Maintain and use overall cross-portfolio knowledge to support account leads with integration of solutions.
• Contribute to enduring executive relationships that establish the company's consultative professionalism and promote its total solution capabilities.
• Maintains expertise on IT at all levels - new applications, maintenance, typical budgets of the CIO's, typical objectives, measures, metrics.
• Maintains broad market and competitor knowledge to ensure credibility with Customer Executives.

Education and Experience Required:

• University or Bachelor's degree; or equivalent experience
• Directly related previous work experience in targeted industry
• Demonstrated achievement of progressively higher quota diversity of business customer, and higher level customer interface.
• Prior selling experience includes multiple, diverse set of selling responsibilities.
• Viewed as expert in Edge Computing/IOT/Intelligent Manufacturing/Retail industry store management field by company and customer.
• Considered a mentor of selling strategy, including designing strategy.
• Typically 10+ years of related sales experience.

Knowledge and Skills:

• Is considered a master in knowledge of products, solution or service offerings as well as competitor's offerings to be able to sell large, complex solutions.
• Know strengths and weaknesses of key competitors in account and how to leverage this knowledge in the account.
• Uses expertise specialty, consultative solution selling and business development skills to align the client's business needs with solution.
• In-depth knowledge of client's business, organizational structure, business processes and financial structure.
• Considerable knowledge of the customer's infrastructure and architecture.
• Demonstrates leadership and initiative in successfully driving services sales in accounts - prospecting, negotiating and closing deals.
• Demonstrates leadership and initiative in successfully driving full portfolio including hardware, software and services needed for the customer's requirements.
• Strategic planning on a business development level; can build an effective business case reflecting the value of an appropriate strategy.
• Balance strategic and tactical pursuits to optimize coverage and develop a predictable revenue stream.
• Uses C-level engagement skills in collaboration with account leads to offer value-add solutions to the client.
• Excellent project oversight skills.
• Works with the account team to build an effective account plan and strategy to drive incremental revenue in the account.
• Utilizes Siebel as an expert and accurately forecasts business.
• Successful partner engagement experience.
  Works effectively with our partners to drive additional revenue.
• Understand and sells high value software solutions.
• Demonstrates the ability to leverage the company's portfolio of products and services to change the playing field against our competition.
• Understands the leverage of services as part of strategic portfolio of products.
• Promotes services as part of all strategic opportunities.
• Maintain knowledge of industry trends, associated solutions, and key partner/ISV solutions.