Job Description

Edge Sales Specialists are Industry Specialists with Edge technology background who think in
solutions not product, they are responsible for leading pursuit in their assigned industries.
Collaborates with and supports Account Managers and provides specialist expertise within the sales
team. Drives proactive campaigns to build the pipeline, uses specialized knowledge and skills to
prospect, qualify, negotiate and close opportunities. May have named accounts allocated, cover a
designated geography, or may be allocated to one high-potential, competitive attack account.
Responsibilities:
• Develops long term sales pipeline to increase the company's market share in specialized
area.
• Use specialty expertise to seek out new opportunities for customer value by expanding and
enhancing existing opportunities to build the pipeline in and drive pursuit in specialty area.
• Build Go-To-Market Sales Plays with deep understanding of their assigned industry.
• Develop and maintain C-Level relationships and use domain expertise to make SUSE a
trusted advisor.
• Provide support to the Account managers.
• Set direction for business development and solution replication.
• Creates and grows reference customers.
• Sell complex products or solutions to customers on a partnership basis.
• Develop and work with key System Integrators to develop joint GTM Sales Plays
• May act as a dedicated resource to a few strategic accounts.
• Establish a professional, working, and consultative, relationship with the client, including the
C- level for mid-to-large accounts by developing a core understanding of the unique business
needs of the client within their industry.
• Maintain and use overall cross-portfolio knowledge to support account leads with
integration of solutions.
• Contribute to enduring executive relationships that establish the company's consultative
professionalism and promote its total solution capabilities.
• Maintains expertise on IT at all levels - new applications, maintenance, typical budgets of the
CIO's, typical objectives, measures, metrics.
• Maintains broad market and competitor knowledge to ensure credibility with Customer
Executives.
Education and Experience Required:
• University or Bachelor's degree; or equivalent experience
• Directly related previous work experience in targeted industry
• Demonstrated achievement of progressively higher quota diversity of business customer,
and higher level customer interface.
• Prior selling experience includes multiple, diverse set of selling responsibilities.
• Viewed as expert in Edge Computing/IOT/Intelligent Manufacturing/Retail industry store
management field by company and customer.
• Considered a mentor of selling strategy, including designing strategy.
• Typically 10+ years of related sales experience.
Knowledge and Skills:
• Is considered a master in knowledge of products, solution or service offerings as well as
competitor's offerings to be able to sell large, complex solutions.
• Know strengths and weaknesses of key competitors in account and how to leverage this
knowledge in the account.
• Uses expertise specialty, consultative solution selling and business development skills to
align the client's business needs with solution.
• In-depth knowledge of client's business, organizational structure, business processes and
financial structure.
• Considerable knowledge of the customer's infrastructure and architecture.
• Demonstrates leadership and initiative in successfully driving services sales in accounts -
prospecting, negotiating and closing deals.
• Demonstrates leadership and initiative in successfully driving full portfolio including
hardware, software and services needed for the customer's requirements.
• Strategic planning on a business development level; can build an effective business case
reflecting the value of an appropriate strategy.
• Balance strategic and tactical pursuits to optimize coverage and develop a predictable
revenue stream.
• Uses C-level engagement skills in collaboration with account leads to offer value-add
solutions to the client.
• Excellent project oversight skills.
• Works with the account team to build an effective account plan and strategy to drive
incremental revenue in the account.
• Utilizes Siebel as an expert and accurately forecasts business.
• Successful partner engagement experience.
Works effectively with our partners to drive additional revenue.
• Understand and sells high value software solutions.
• Demonstrates the ability to leverage the company's portfolio of products and services to
change the playing field against our competition.
• Understands the leverage of services as part of strategic portfolio of products.
• Promotes services as part of all strategic opportunities.
• Maintain knowledge of industry trends, associated solutions, and key partner/ISV solutions.