AE Telecom/Gov
On-site · Tokyo, Tokyo, Japan
Job Summary
Drive strategic growth for SUSE by managing a portfolio of key accounts within a specified territory or industry. Establish and enhance relationships with CXO-level executives (Economic Buyer, Technical Buyer, Coach & Executive Buyer). Apply consultative-selling techniques to understand client goals and align SUSE offerings with their needs, delivering a precise mix of products and services. Own the sales process from initial contact through negotiation and closing, partnering with cross-functional teams and the SUSE ecosystem to drive upsell/cross-sell opportunities. Maintain CRM hygiene, forecast pipelines, and deliver long-term value. Leverage industry knowledge in Linux Infrastructure, Hybrid Cloud, Container Management, Edge, AI, and Security to inform strategies, while adopting enterprise sales methodologies (MEDDPICC, Challenger) and staying curious about professional development.
Required Qualifications
- 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
- Analytical skills to understand market trends and apply insights to sales strategies
- Strong problem-solving skills and ability to work cross-functionally
- Experience with CRM tools (e.g., Salesforce, Clari) to manage pipelines and forecast sales accurately
- Ability to apply enterprise sales methodologies (MEDDPICC, Challenger) or similar frameworks
- Understanding of Open Source and transformation topics (cloud-native app development, cloud migration)
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