Out & Equal
Search
Manager, Cloud Solution Architects

Manager, Cloud Solution Architects

companySUSE
locationCalifornia, 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-grade open source solutions, relied upon by more than 60% of the Fortune 500 to power their mission-critical workloads. We specialize in Business-critical Linux, Enterprise Container Management and Edge solutions, and collaborate with partners and communities to empower our customers to innovate everywhere – from the data center, to the cloud, to the edge and beyond.  SUSE employs more than 2,400 people globally, in 32 countries and is listed on the Frankfurt Stock Exchange (DAX). 

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.

Manager, Cloud Solution Architects

Job Description

Role:

Manages a group of presales professionals in one or more of the Presales Functions (Technical Consultant, Technical Client Consultant, and Enterprise Architects). Responsible for setting the direction, managing the deliverables of the assigned group, and achieving revenue and expense objectives. Resolves customer problems and contributes to customer satisfaction. Responsible for representing assigned area to all levels of sales and other company management. Where appropriate, seeks to build strategic executive relationships with external clients and internally within company, and partners with internal and external resources to develop best-in-class solutions for customer. Manages the performance of individual contributors and the team overall, and grows and develops talent within the organization.

Focus Area:

  • Managing the Business

    • Manages a group of Presales resources to provide account support or shared resource support.

    • Resource management & Intra-Region support - Creates presales utilization plans that reflect the requirements and opportunities within area of control.

    • Actively collaborates with peers to address regional presales coverage gaps and leverage technical expertise where warranted to win opportunities for the company.

    • Partnering with Sales & acct. planning - Assists in planning sales strategy; collaborates within the company and with the field to prioritize, facilitate and direct the use of resources; works with Sales managers to assess sales pipelines in area of control to ensure appropriate and timely utilization of presales support.

  • Business acumen

    • Continuously monitors, troubleshoots, and improves area-of-control operations to ensure alignment with the company's business direction, the quality of business practices, optimum organizational performance and a highly motivated presales force.

    • Understands business, financial and legal concepts to develop meaningful business recommendations.

  • Leading & Managing Presales People

    • Coaching - Assesses and manages employee performance to ensure individual and group excellence; counsels and supports individuals through selling challenges; manages performance and results of high and low performers.

    • Leadership - Models effective selling skills; motivates and supports presales teams; demonstrates a high level of support in the pursuit and closing of deals.

    • People development - Nurtures and advances the talent required to maintain company presales force excellence within area of control; sponsors and directs skill building activities to increase the productivity and accomplishments of the presales force; ensures strong technical acumen across the group needed to support sales.

  • Selling as a Presales Manager

    • Focuses on strategic direction- understands the overall company/BU strategic direction and portfolio, and can assist sales teams in customizing solutions based on client needs.

    • Consultative selling - strategizes with and coaches their team on how to apply consultative-selling techniques to advance sales opportunities; demonstrates client-sensitive practices within the account(s) and internal gate-keeping within the company to support building strategic trusted advisor status.

    • Financial selling - employs a financial selling approach to meet customer needs; works with team to build business cases that link proposals to customer's goals, strategies and relevant business metrics, and that demonstrate industry and competitive proficiency.

Education, Experience, Knowledge, and Skills:

  • University or Bachelor's degree.

  • Typically 7+ years experience in sales.

  • Directly related management experience and work results including success in supporting the achievement of progressively higher quota or other sales related goals.

  • Demonstrated level of project management skills.

  • Additional specialized knowledge in breadth and/or depth


In addition to core technical skills:

  • Business Management

    • Forecast/Budget Control Operations.

    • Building/ Improvement.

    • Resource Brokering/ Allocation.

    • Management of business processes.

  • Business Development

    • Strategic Account Support.

    • Negotiation skills within the company.

  • Consultative Selling

    • Presentation and communication skills.

    • Ability to develop strong customer relationships.

    • Consultative, solution selling and business development skills.

  • Workforce Planning & Development

    • Workforce Planning.

    • Career Planning & Development.

  • Workforce Management

    • Coaching & Supervision.

    • Timely management of low performers.

    • Skill Development/ Enhancement.

    • Performance Management.

Success Factors:

  • Meritocracy
  • Results Driven
  • Growth Mindset
  • Self Motivation

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!