Services Engagement Manager

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.

Services Engagement Manager

Job Description

Objectives of the Role

The primary responsibility of this position is to provide the vital link between the Sales teams and the Services teams. You will be responsible for articulating the value that Services offerings can provide to both Sales teams and Customers. You will also be pivotal in crafting the most appropriate offering to suit a customer’s requirements. Assisting the Sales organisation in building a healthy pipeline of Services opportunities through education and enablement of the Sales team and interaction with current customers will also form an important part of this role. Lastly, you will assist Sales in the Services Forecast for your region or Geo, contributing to the regular Forecast process.

This will enable business growth in line with our ambitious objectives and company culture. 

Critical to achieving excellent results will be meeting and exceeding Services annual booking and revenue targets and assisting Sales regions in meeting and exceeding annual Software targets.

The role sits within the Global Services function, reporting to the Manager, Services Engagement, who is based in the United States

Focus Areas

• Be able to articulate the key values of SUSE products, solution and strategy
• Act as main point of contact for Sales in assigned region or Geo
• Establish trusted working relationship with Sales in assigned region or Geo by collaborating with Sales teams within opportunities 
• Maintain an accurate Services Bookings Forecast for region or Geo
• Coordinate with Premium Support team on Renewals and include in Forecast
• Attend customer meetings as necessary with Sales teams
• Identify future opportunities from current install base and build Services pipeline through working with Sales teams and customers
• Negotiate Services Contracts with customers, with support from Legal
• Drive customer and company requirements for selling Services such as Statements of Work, Terms and Conditions, Service Agreements, etc
• Create Statements of Work (SOWs), utilising Consulting team as necessary to assist with technical scope
• Work with other regions in sharing best practice and resources where it makes sense for the SUSE global business to optimise our key resources
• Work with the Operations teams to comply with departmental processes and to develop new practices, processes and documentation as necessary 
• Assist in the growth and development of Service resources within assigned region
• Assist in ongoing process improvement activities
• Provide cover for colleagues’ absences from time to time
• Comply with company processes and guidelines and adapt to the changing needs of the business
• Assist with various Portfolio teams in developing new Services offerings

Preferred Experience & Skills

• Demonstrated experience in consultative selling within the technology sector, preferably in the realm of open source software or related professional services. Ability to understand clients' unique needs and tailor solutions accordingly.
• Strong knowledge of open source software ecosystems, including familiarity with popular tools, platforms, and methodologies. Knowledge of key industry trends, challenges, and opportunities in the realm of technology consulting.
• Proven track record of building and maintaining client relationships, from initial contact through to post-sale support. Ability to effectively communicate complex technical concepts to diverse audiences and establish credibility with stakeholders at all levels.
• Ability to position solutions that leverage open source technologies to address clients' business objectives and challenges. Experience in creating compelling presentations and proposals that articulate value propositions and differentiate our offerings in the marketplace.
• Proven ability to meet and exceed sales targets and objectives. Track record of driving revenue growth through strategic account planning, pipeline management, and proactive business development activities.
• Ability to quickly adapt to changing market dynamics, customer needs, and competitive landscapes. Willingness to continuously learn and stay abreast of emerging technologies, industry trends, and best practices in consulting and sales.
• Very familiar with Services selling, and ability to articulate the value of Services
• A bachelor's degree in business, computer science, engineering, or a related field or equivalent experience. Relevant certifications or advanced degrees are a plus.
• At least two years’ experience with Sales and Sales forecasting
• At least one year experience with Services selling
• Good level of English - Able to conduct all aspects of the role in English
• Experience with client management software (e.g. Salesforce CPQ) is desirable
• Skilled in Microsoft Office products, especially MS Excel

Personal Attributes

• The ideal candidate will embrace the transformative nature of this role - as we continue our evolution, we require you to build capability and institutionalise best practices within Global Services.  
• Questioning and challenging assumptions will be necessary.  
• Your relationship building skills both with direct peers but also across the wider business will be critical
• Excellent communicator, able to interact with all levels at the customer and internally and build long lasting relationships
• Great collaborator, able to work across your own team and wider groups
• Enthusiastic and passionate approach to the Services business with the ability to convey that passion on your audience
• Good proficiency of SUSE product set and Services offerings is a bonus
• Able to find solutions to overcome customer objections and barriers, such as price, legal terms, and deadlines
• Dealing with ambiguity and being both resourceful and enterprising should be second nature to you

Job

Services

What We Offer

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.

Sounds like the right fit for you? Click Apply to submit your resume. A recruiter will contact you if your skills match our current or any future positions. In the meantime, stay updated on the latest SUSE news and job vacancies by joining our Talent Community.

SUSE Values 

• We are passionate about customers
• We are respectful and inclusive
• We are empowered and accountable
• We are trustworthy and act with integrity
• We are collaborative
• We are SUSE!