Account Executive - Public Sector

About Us SUSE is a global leader of  enterprise open source software. By transforming community innovations into secure, sovereign and AI-ready solutions, SUSE empowers customers to escape vendor lock-in and regain control of their IT destiny. Through industry-leading Linux, Kubernetes, Edge and AI infrastructure solutions, SUSE delivers the flexibility to innovate everywhere—from the data center to multi-cloud and out to the edge. Only SUSE also manages many Linux and Kubernetes distributions. At SUSE, Choice Happens because we prioritize community, interoperability and relentless innovation. Discover how we power mission-critical resilience at www.suse.com .  Account Executive - Public Sector Job Description Role Overview Drive strategic growth for SUSE by managing a portfolio of key accounts within the Brazilian Public Sector. The Account Executive is responsible for identifying and capitalising on new business opportunities, deepening customer relationships, and aligning SUSE’s comprehensive value proposition with customer objectives. The role demands a high level of strategic thinking, deep familiarity with government procurement, the ability to collaborate with cross-functional teams, and a focus on delivering high-value solutions that enhance customer success and drive market share. Success in this role is measured by revenue growth, consistent quota attainment, customer satisfaction, and the ability to effectively navigate complex public sector dynamics. Key Responsibilities Establish and enhance strong relationships with key stakeholders, including CXO-level executives, aligning contacts to key MEDDPICC roles (Economic Buyer, Technical Buyer, Coach, and Champion). Apply consultative-selling techniques to develop a deep understanding of client goals, challenges, and ambitions related to mission-critical workloads and innovation. Serve as a trusted advisor by aligning SUSE's offerings with client needs. Navigate complex Brazilian public sector procurement processes, tender requirements, and bidding cycles from qualification through contract award. Integrate AI tools into day-to-day activities to streamline sales execution, prospect research, pipeline analysis, and administrative workflows. Take proactive ownership of professional development by staying curious, embracing a growth mindset, and deepening expertise in the SUSE value proposition. Proactively identify and capitalise on upselling and cross-selling opportunities—leveraging customer knowledge, expertise on SUSE’s market presence, and competitive intelligence. Monitor market trends, government regulations, and competitor activities to refine territory strategies. Consistently maintain CRM hygiene by updating all activity, opportunities, and deals regularly to manage the sales pipeline, provide accurate sales forecasts, and track performance. Serve as the primary point of contact for customers, managing all aspects of the sales process from initial contact,…