Cloud Partner Development 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 Suite, SUSE® Rancher Suite, SUSE® Edge Suite, and SUSE® AI Suite. 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. For more information, visit www.suse.com.

Job Description

Role Overview:

The Cloud Partner Development Manager  role is responsible for driving revenue growth and partnership expansion for our cloud-based solutions across the South EMEA (mainly France, Italy and Spain) and CEMEA (Middle-East, Africa and Eastern Europe). Reporting to the EMEA Ecosystem Lead (and dotted line to the EMEA Cloud Lead), this individual will execute the go-to-market plan, develop the existing relationships with Amazon Web Services, Microsoft, Google and potentially EMEA-based CSP’s. The ideal candidate has a deep understanding of the cloud selling dynamics (marketplace, 1st party, 3rd party, sovereign cloud, co-selling) with strong business development skills and a growth mindset.

Key Responsibilities:

• Execution:

  • Develop and manage co-sell opportunities, acting as liaison between the sales teams of SUSE, the hyperscalers and their respective marketplace partners (GSI/SI, MSRP, Resellers)

  • Identify and suggest the common partners who can accelerate the adoption of SUSE products in the Public Clouds from all the possible perspectives (financial vs technical)

  • Support the field sales teams in the countries on the Cloud Elevate Program / Marketplace opportunities during the whole sales cycle

  • Act as Cloud Subject Matter Expert and speaker internally (QBR, enablement) and externally (webinars, events)

  • Manage, proactively, the hyperscalers pipeline and forecast for the assigned territory

• Partnership Management:

  • Serve as the primary point of contact for AWS, Microsoft Azure and Google Cloud in the assigned territory

  • Negotiate and manage joint business plans, co-marketing initiatives, and enablement programs

  • Work closely with the “Big 3” to identify joint opportunities and drive co-selling motions in accordance with the country-level go-to-market strategy

• Market Intelligence:

  • Be the subject matter expert for anything-cloud in the assigned territory

Required Qualifications:

• Experience:

  • Minimum 5 years of experience in enterprise software sales or business development or partner management, with at least 3 years in a dedicated cloud sales or business development role;

  • Proven experience working with major cloud providers (AWS, Azure, GCP);

  • Knowledge of the partner business development programs of the hyperscalers, such as AWS CPPO, AWS DSOR, Microsoft  MPO, CSP, REO &  Google Cloud MCPO  etc.

  • Previous tenure at one of the 3 hyperscalers or in comparable role is a plus

• Skills:

  • Great communication & presentation, and negotiation skills

  • Understanding of technical cloud computing concepts such as IaaS, PaaS, and SaaS

  • Ability to pitch and defend a business case, based on facts, assumptions and expected measurable results

  • Ability to work effectively in a fast-paced, dynamic, and matrixed organization

  • French or Italian or Spanish native language speaker, correspondent to the county of living; multi-lingual seen as advantageous.

  • Fluent in Business English

• Education:

  • Degree in Economics, Engineering or human-related sciences; Master Degree is a plus

Travel:

• Ability to travel up to [40%] of the time across the EMEA region to meet with colleagues, partners and clients.

Job

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 

• Choice

• Innovation

• Trust

• Community