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.
GSI Solution Architect
Job Description
The role
Reporting to the Sr. Director of Global Technical Alliances, this role is focused on driving Engaging with our Global System Integrator (GSI) partner(s) to Build solutions that solve customer challenges and reduce barriers to entry in the adoption of SUSE’s offering.
In collaboration with the Global Alliance Directors and cross-functional stakeholders, you will play a critical role in aligning and collaborating on the technical strategy and deepening relationships with Accenture, and Kyndryl.
The role will require you to collaborate cross-functionally with Product Management, Cloud Alliances, ISV Alliances, Sales, and Marketing teams to ensure the field readiness of the joint solutions.
Focus areas
SUSE recognizes the importance of ongoing co-innovation with our GSI. The GSI Solution Architect must be able to speak at both the Director and Engineer level to develop strategic relationships.
We are looking for a person with very strong technical skills with extensive experience working with GSI partners as well as resellers, hyperscalers, and ISV partners.
By leveraging your technical expertise and market knowledge, you will help drive and enhance the customer experience and maximize revenue opportunities. You will work closely with the teams in Geo to develop reference architectures and technical blueprints combining SUSE products with GSI offerings often collaborating with CSP teams to support the GSI cloud ecosystem. Your responsibilities will include:
Sales Growth: Support our growing GSI partnerships and ecosystem, through technical innovation and collaboration.
Portfolio: Identify new market demand opportunities that can be satisfied by SUSE solutions in a public, private, or hybrid cloud model and expand the SUSE footprint within the partner’s portfolio.
Technical Knowledge: Exhibit a deep understanding of SUSE products, platforms, and technologies and act as subject matter expert on partner technology to enable SUSE sales teams.
Co-innovation: Develop and design solutions, processes, methodologies, and tools to deliver repeatable solutions through the GSI.
Enablement: Engage with SUSE Training and facilitate technical workshops and training internally and to partners.
Awareness: Participate in relevant marketing events, including trade shows, seminars, and conferences as a subject matter expert.
Performance tracking and reporting: Accountable for the timely delivery of Solutions, Documentation, and enablement.
Market and competitive analysis: Stay updated on market trends, customer needs, and competitive landscape, providing insights and recommendations to drive product enhancements and sales strategies.
Preferred Experience & Skills
To succeed in this role, you should possess the following skills and qualifications:
Extensive experience in sales and pre-sales: Proven track record of success in driving sales through the cloud marketplaces, and GSI engagement, preferably in a global or multinational organization.
Technical expertise: Deep understanding of specialized open source products, preferably in the Linux, container security, Kubernetes, and Cloud native space, and the ability to effectively communicate their value to customers. Familiarity with relevant technologies and market trends is crucial.
Strategic thinking: Ability to develop and execute partner sales efforts that align with business objectives and market dynamics. Experience in driving revenue growth through partners to achieve sales targets.
Sales enablement and training: Proven expertise in designing and delivering sales training programs, tools, and resources. Ability to enable sales teams to effectively articulate product features, benefits, and value propositions. The goal is to move technical specialist sales expertise into the field and take on new areas of expertise as we develop and/or acquire new products and solutions into our portfolio.
Customer-centric mindset: Strong focus on understanding customer needs, delivering exceptional customer experiences, and driving customer success through a deep partner relationship.
In addition to the required skills and experience mentioned above, the ideal candidate for the role should be confident in their ability to function independently and work across functions in a matrix organization. Ability to travel 25% to support international business development efforts.
