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GSI Alliance Manager

GSI Alliance Manager

companySUSE
locationTexas, USA
PublishedPublished: 12/8/2023

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 Alliance Manager

Job Description

Role

Join a fast paced team of Alliance Managers with a mission to build and accelerate SUSE’s business with strategic alliance partners.

We are seeking an experienced business professional to rapidly grow the SUSE footprint in conjunction with a set of NA GSI’s. Your vision and direction as a cross-functional alliance leader will inspire the active engagement of indirect team-members across SUSE’s organization.

The key to success will be your ability to foster cross-functional collaboration and co-innovation between SUSE and the GSI Partners to effectively drive differentiated solutions into the market together in a way that clearly aligns with both organizations' strategies, goals and targets.

Focus Area

  • Deliver on the financial targets for SUSE’s business with your GSI partners – responsible for revenue growth, forecasting and reporting of assigned partner

  • Build and foster executive relationships among multiple North America GSI’s

  • Create and execute holistic long-term and annual strategic plans that set the direction for your partners and unlock the full potential of commercial growth with the GSI’s

  • Inspire and work with a cross-functional virtual team (Sales, Services, Customer Success, Marketing, Technical, Product and Solutions)

  • With your extended SUSE team, develop a deep level of collaboration and co-innovation (both technology and business) with your partner that results in differentiated joint solutions

  • Use your knowledge, relationships and influence within both SUSE and your partner to ensure joint solution plans are aligned with and executed on by both organizations GTM teams

  • Be a subject matter expert on all aspects of your partner – organization, strategy, market, performance etc.

  • Collaborate as part of the broader alliances team to share ideas, thought leadership and best practices

Experience, Skills, Education, Knowledge

  • 5+ years in alliance/partnership management or leadership role

  • 10+ years of experience in the enterprise software industry with alliances, partnership sales and relationship management

  • Highly effective at developing, maintaining, and influencing partner relationships across all levels.

  • Ability to create and maintain ongoing relationships at senior and executive leadership levels

  • Excellent communications and presentation capabilities combined with ability to clearly articulate complex business proposals and to influence both internal and external stakeholders.

  • Excellent cross-functional leadership and collaboration skills that can quickly bring together a virtual team to execute effectively on shared goals and objectives

  • Experience coordinating with an ecosystem of adjacent partners types (cloud providers, ISV etc.) adjacent to your alliance partner – ie. forming/executing multi-partner solution and GTM plans

  • Strong market knowledge and ability to create successful growth strategies as well as own and execute on a long-term strategic plan

  • Demonstrated success at applying commercial analytical skill to long-term business planning that results in tangible business outcomes.

  • Network of CxO level contacts within the GSI space is desirable

  • Location Remote: Ability and willingness to travel up to 30%

The Total Target Compensation (TTC) for this role is $250,000-$300,000 (base + bonus/commission). The TTC may vary depending upon experience and job qualifications. Certain roles also have the opportunity to earn sales incentives based on revenue or utilization, depending on the terms of the plan and the employee’s role. Here at SUSE, we offer a comprehensive benefits package. More details about our company benefits can be found at the following link Why work for SUSE | suse.

Job

Sales

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!