Senior Account Executive for Spain

About Us
SUSE is a global leader of enterprise open source software. By transforming community innovations into secure, sovereign and AI-ready solutions, SUSE empowers customers to escape vendor lock-in and regain control of their IT destiny. Through industry-leading Linux, Kubernetes, Edge and AI infrastructure solutions, SUSE delivers the flexibility to innovate everywhere—from the data center to multi-cloud and out to the edge. Only SUSE also manages many Linux and Kubernetes distributions. At SUSE, Choice Happens because we prioritize community, interoperability and relentless innovation. Discover how we power mission-critical resilience at www.suse.com.
Senior Account Executive for Spain
Job Description
How You’ll Contribute
Drive significant growth for SUSE in Spain by managing a portfolio of high-value enterprise accounts, with a focus on the Public Sector and/or Financial Services industries. The Account Executive plays a pivotal role in identifying and capitalizing on new opportunities, deepening executive customer relationships, and aligning SUSE’s comprehensive open-source solutions with complex client objectives. This role requires advanced strategic thinking, consultative selling expertise, and direct, proven access to C-level decision-makers in major public institutions and/or financial organizations across Spain.
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 region.
Key Responsibilities
C-Level Stakeholder Management: Leverage existing networks and cultivate deep, trust-based relationships with C-level executives (CXOs, CIOs, CTOs), Economic Buyers, Technical Buyers, and Executive Champions within major Public Sector entities and/or Financial Services accounts in Spain.
Industry-Focused Strategic Selling: Apply advanced consultative-selling skills to deeply understand industry-specific challenges in Banking, Insurance, and Public Administration (compliance, sovereignty, regulatory frameworks, legacy modernization). Develop tailored solutions addressing both immediate requirements and long-term strategic goals.
Full Sales Cycle Ownership: Manage all aspects of the sales process for high-value, complex opportunities—from initial contact and strategic positioning, through negotiation and deal closure, to seamless handover to Customer Success for implementation.
Upselling & Cross-Selling Growth: Proactively identify and capitalize on upselling and cross-selling opportunities by leveraging customer insight, market trends, and SUSE's product portfolio across hybrid cloud, cloud-native transformation, and infrastructure.
Ecosystem & Partner Strategy: Partner with local and global SUSE ecosystems (SIs, GSIs, VARs, hyperscalers) to design and bundle solution offerings, expanding market reach and engagement across Spanish public sector and finance domains.
Cross-Functional Leadership: Lead joint Account Planning with Pre-Sales, Inside Sales, Partner Ecosystem, and Specialist Sales teams to drive coordinated execution and deliver comprehensive end-to-end solutions.
Pipeline & CRM Hygiene: Maintain rigorous CRM discipline (Salesforce, Clari) by regularly updating activities, pipeline metrics, and deal updates to ensure accurate sales forecasting and strategic alignment.
Market Intelligence: Conduct detailed analysis of market trends, regulatory shifts, and competitor strategies within the Spanish market to refine sales approaches and preserve SUSE’s competitive edge.
Continuous Excellence: Actively pursue advanced learning, refine enterprise sales skills, stay ahead of industry trends, and share best practices across the regional and global sales organization.
What You’ll Bring
Location & Language
Based in Spain. Fluent in both Spanish and English (written and spoken) is strictly required to engage with C-level executives and international cross-functional teams.
Industry Expertise (Mandatory)
Extensive, proven enterprise sales experience with mandatory expertise in the Public Sector and/or Financial Services sectors in Spain. Deep understanding of regulatory compliance, procurement processes, and digital transformation drivers in these industries.
Executive Access
Established, direct C-level network and demonstrated ability to access, influence, and build long-term relationships with C-suite stakeholders (CIOs, CTOs, CISOs, CDOs) in major Spanish enterprises and government institutions.
Technical Proficiency
Strong foundation in open-source technologies, Linux Infrastructure, Hybrid Cloud, container platform technologies (Kubernetes), AI and digital transformation initiatives (cloud-native application development, infrastructure modernization).
Sales Methodologies
Proven mastery of enterprise sales methodologies, such as MEDDPICC or equivalent frameworks. Relevant industry sales or IT certifications are highly regarded.
Forecasting & Tools
Demonstrated proficiency using enterprise CRM tools (e.g., Salesforce, Clari) for pipeline management, opportunity tracking, and accurate revenue forecasting.
Collaboration & Communication
Exceptional written and verbal communication skills. Ability to articulate complex technical value propositions clearly to non-technical business leaders and work effectively within matrixed, multi-partner ecosystems.
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