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Arlington, Virginia - USD Full Time Posted: Saturday, 9 November 2019

Job Description:

Federal Account Executive - Department of Defense (DoD)

USA - Virginia, Virtual; USA - Maryland, Virtual; USA - District of Columbia, Virtual

Company Overview

SUSE enables businesses to manage their digital information so they can focus their time and energy on achieving their goals. Each employee plays a role in delivering best we can be results for customers while building the foundation for a stronger future. Come join SUSE and the future of Open Source

Overview Of The Role

The role's primary mission is to support the Department of Defense business and increase revenue by developing relationships within the Federal community. The role will encompass all aspects of selling and supporting the SUSE portfolio to support Federal Programs in the Department of Defense


Federal Account Executive is responsible for sales into the Department of Defense (DoD).

Sells SUSE's entire Open Source portfolio and maintains relationships within federal defense and intelligence agencies that are of strategic importance to the organization.

Develops strategies and orchestrates company resources to maximize sales volume and profit goals within assigned accounts.

The territory is comprised of accounts that are strategic to the long-term success of the organization. The candidate is expected to cultivate and maintain executive level relationships in IT and various lines of business, focusing on the strategic nature of the relationship.

Responsible for expanding SUSE's footprint in the assigned DoD territory and ensuring ongoing customer satisfaction.

Primary point-of-contact sales manager for account regardless of account's geographic location.

Meeting and/or exceeding sales quota and customer satisfaction metrics.

Assigned to large, complex, high visibility, strategic, or tactically important accounts.

Ability to collaborate with extended SUSE and partner teams, plus work independently to accomplish required tasks.

Ability to initiate, negotiate and manage complex contracts in support of the SUSE portfolio.

Interface with all levels of management. Negotiating and influencing to build consensus. Present programs internally and externally.


Bachelor's Degree or equivalent experience.

5+ years' sales and/or account management experience in IT enterprise sales to the Federal DoD community

Strong, documented track record of Sales achievement against quota.

Current contacts/relationships at major Federal DoD accounts with examples of success selling solutions as in support of Federal Programs.

Strong business and executive level sales acumen.

Excellent time management, presentation, written and oral skills

Frequent business travel.


Presence and credibility with strong influencing and negotiation skills.

A charismatic and energetic Sales leader and with the ability to effectively build strong relationships as a foundation for influence. Innovative and strategic thinker. Willingness to learn; build and develop from existing high-energy sales culture. Passionate about technology and people.

Consistently demonstrates a sense of urgency and ability to adapt to changing environments.

Ability to operate in a collaborative manner within a complex, multi-cultural organization.

Drives effective decisions and generate shared vision with key stakeholders to achieve goals effectively

SUSE is proud to be an Equal Opportunity Employer. Prospective employees will receive consideration without discrimination because of race, colour, religion, creed, gender, national origin, age, disability, marital or veteran status, sexual orientation, genetic information, citizenship or any other legally protected status

Arlington, Virginia, United States of America
11/9/2019 8:29:40 AM

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