Senior Account Executive

Who you are

• 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
• 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
• 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
• 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)
• Proven mastery of enterprise sales methodologies, such as MEDDPICC or equivalent frameworks. Relevant industry sales or IT certifications are highly regarded
• Demonstrated proficiency using enterprise CRM tools (e.g., Salesforce, Clari) for pipeline management, opportunity tracking, and accurate revenue forecasting
• 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

What the job involves

• 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
• 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

Benefits

• Company bonus: We believe that everyone makes an impact on the success of the company, so we reward our employees for our achievements as one SUSE team.​​​
• Agile Worker Policy: Unless your role requires a specific work model, we offer flexibility in how our people work - home-base, office-based or hybrid
• Flexibility: To maintain a healthy work-life balance, our people can adapt their work schedule to their personal and family needs
• Global Parental Leave: 20-week maternity leave with full salary and time off with pay for pregnancy-related appointments will be provided to pregnant SUSE people. Leave is also available to employees adopting a child or using surrogacy
• Health & well-being benefits program: We offer a well-being program designed for our people and their families. We also provide an excellent benefits plan including insurance, medical package and more, depending on the local market
• Employee referral program: Earn a financial reward or every successful referral you make – help us build a great team and get rewarded in the process
• Employee Resource Groups: Our main people networks are Women in Tech, Neurodiversity, GoGreen, Pride at SUSE and Open Source Community Citizen network. Through them our people can align to personal values, build bonds, and engage with communities of interest