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.

APAC Enablement Business Partner

Job Description

Since its inception in 1992, SUSE has been at the forefront of technical innovation where change has been the only constant.

The APAC Enablement Business Partner focuses on helping the SUSE go to market organization in the assigned geography improve their performance, productivity, and effectiveness.

As APAC Enablement Business Partner for a SUSE Geography you will orchestrate and deliver enablement activities that address the specific competency development and solution knowledge requirements of sales teams in the geography.

The role is a senior role within the GTM Enablement function reporting directly to the Director Global Field & Ecosystem Enablement. You will also have “dotted” line reporting into the direct reports of the sales leadership and collaborate with other leaders to contribute to the goals of the Organization being achieved or exceeded.

The APAC Enablement Business Partner plays a pivotal role in driving the success of the Sales Organization by executing strategies, programs, and initiatives aimed at improving sales productivity, knowledge, revenue and performance. This role is responsible for collaborating with leaders to coach sales teams on how to effectively perform their roles to achieve SUSE’s goals and revenues in the geography. Ultimately, earn a trusted advisor status with sales leadership and consistently have a seat at the table.

As APAC Enablement Business Partner you will assess the sales competencies of partners and sales teams in the geography and agree on enablement programs to optimize the competency based on the priorities of each team leader in order to drive revenue growth.

You will promote the global sales enablement service offerings including certifications, events, partner programs, etc. Where these offerings do not meet the requirements of the geography you will either tune existing offerings to better meet local demands or work with colleagues in the global sales enablement function to build innovative programs. The programs created should ideally be relevant for consumption by teams in other geographies.

Local/Regional Focus Areas  (partners and internal sales teams)

Sales Enablement and Competency Development:

Collaborate with sales leadership to identify development needs and design targeted programs focused on improving sales competencies.
Contribute to the development of enablement and activation content, materials, and resources, including sales playbooks, solution knowledge, objection handling guides, sales process optimization guides etc.
Deliver or facilitate training sessions to sales teams and monitor training impact and effectiveness.
Oversee and promote sales certification programs within the geography using the badge programs provided by global sales enablement.

Sales Process Optimization & Sales Productivity:

Assess and optimize sales processes and methodologies such as MEDDPICC, Challenger, CVI to suggest ways to streamline and enhance the sales cycle.
Close collaboration with sales operations and sales leadership in running sales cadence/forecast meetings to drive sales excellence.
Provide guidance on the use of sales tools and technologies to improve efficiency and effectiveness.
Ensure that sales teams have access to up-to-date and relevant content.
Coach sales team members on the use of these sales methodology, productivity tools and enablement platforms.

Performance Analysis and Reporting:

Identify key metrics to define success.
Monitor and analyze sales performance data to identify trends, gaps, and opportunities.
Provide regular reporting on sales enablement initiatives impact on sales performance.

Cross-functional Collaboration:

Collaborate with marketing, product management and other departments to ensure sales teams in geography are aligned with company messaging and product updates.
Work with HR to onboard new sales hires within the geography and align with global sales enablement onboarding programs.

Sales Enablement Strategy:

Develop and execute a sales enablement strategy that aligns with the SUSE’s sales goals and objectives in the geography.
Continuously assess and refine the sales enablement strategy for geography based on evolving market conditions and business needs.

You will act as a consultant and trusted advisor to sales leadership and partners on how to optimize sales productivity through enablement and guide leadership on how they can develop their teams through coaching and/or leveraging knowledge/expertise from within their team.

For credibility with the teams that you will be enabling you should either have been successful track record as an account manager or solution architect. It would be ideal if you had been a sales manager or pre-sales manager.

You should have a good understanding of sales methodologies – Challenger, Solution Selling, SPIN etc. Experience in how MEDDPICC is used to improve customer interactions and deal qualification is also important. Enabling excellence in Account Planning, Partner Planning and Opportunity Management will be key to the business partner role.

Your role will also involve managing communications relating to enablement offerings within your Geography or assigned Go To Market team providing clear, concise and consumable information for SUSE sales teams and partners. Ensuring available enablement is being utilized to ensure all opportunity to improve productivity is exploited.

You will be required to develop strong relationships with SUSE leaders who need to be activated to drive productivity improvements in their teams.

The successful candidate will combine a solid understanding of sales dynamics, sales processes & activities, partner channel business, sales tooling & enablement platforms and be experienced working in vendors who sell complex technology solutions. They should have strong project and program management capabilities. It is vital that you are structured in your approach and can enhance the execution of how sales readiness enablement is delivered at SUSE.

The role requires passion, creativity and excellent communication that are balanced by business acumen, organizational and motivating skills. Travel will be expected as the role requires you to engage with sales teams across the SUSE operations – this is expected to be a maximum of 25-40% of the time with activities mostly being done virtually.

Experience Needed

Minimum of 5 years local region / market sales, sales enablement, sales operations or sales productivity experience
Minimum of 3 years local region / market experience in Channel or Partner organizations.
Strong understanding of sales processes, methodologies such as MEDDPICC, Challenger and CVI, and sales programs.
Bachelor’s Degree or relevant practical working experience required.
A strong track record in Project and Program Management is required.
Ability to build trust and strong relationships with senior leaders.
Strong written and verbal communications skills (in English, other core world languages a plus).
Proven ability to work independently & remotely, using virtual working tools.
Experience working with a variety of inter-departmental and international stakeholders.
Self directed and ability to see the big picture through the tactical.
Prior experience implementing sales transformation and methodologies is highly desired.

Skills Needed

Proactive and Results-Oriented: You possess a can-do attitude and are a creative problem-solver who demonstrates resilience and a strong focus on achieving results.
Independent and Collaborative: While you work effectively independently, you are also a team player who readily takes the initiative to lead and drive projects forward.
Focused and Adaptable: You are engaged and brimming with ideas, yet you remain focused on executing management priorities. You also demonstrate agility and pragmatism when business needs require it.
Open and Respectful: You communicate openly and transparently, maintaining professionalism while resolving differing opinions with stakeholders. You are inclusive, appreciate diversity, and demonstrate interpersonal skills that include being amiable and empathetic.
Resilient and Resourceful: Ability to navigate challenges and find solutions and resolve roadblocks. You can operate in ambiguity in an environment of change and or high growth. You are highly resourceful in problem solving and driving effectiveness, many times thinking out of the box.
Communications: You are an effective and articulate communicator, both verbally and in writing. You can distill complex information into clear, concise terms, and you are skilled at presenting information in a compelling and engaging way. You understand how to tailor your communication style to different audiences, from C-Suite executives to front-line workers.
Customer Focused: You consistently prioritize understanding and addressing the needs and challenges of your customers, including end-users, sales teams, and partners. This customer-centric approach guides all your enablement efforts, from creation and planning to execution.
Stakeholder Management: You have effective stakeholder management skills that use a mix of frequent communication, leadership, strategic thinking, and relationship-building skills. With this you are able to optimize your focus and planning to drive the most updated and effective enablement.
Ideal candidates should be fluent in local language(s) broadly used in the region; to be able to effectively communicate, conduct and implement sales methodologies, processes and enablement plans.

Location:

APAC-Singapore

Job

Learning & Development

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.

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