مهندس حلول القناة

Client of Talentmate

Job Description وصف الوظيفة Our code, our culture, our opportunities. Leading open innovation without limits. We are SUSE.

SUSE هو قائد عالمي في حلول المصدر المفتوح المبتكرة والموثوقة والآمنة للمؤسسات، بما في ذلك SUSE Linux Enterprise (SLE) وRancher وNeuVector. أكثر من 60% من Fortune 500 يعتمدون على SUSE لتشغيل أحمال عملهم الحرجة، مما يمكنهم من الابتكار في كل مكان بدءًا من مركز البيانات إلى السحابة، إلى الحافة وما بعدها. تعيد SUSE الانفتاح إلى المصدر المفتوح، متعاونة مع الشركاء والمجتمعات لمنح العملاء القدرة على مواجهة تحديات الابتكار اليوم والحرية لتطوير استراتيجيتهم وحلولهم غدًا.

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.

Channel Solution Architect

Job Description وصف الوظيفة

Role Overview نظرة عامة على الدور

المهندس المعماري للحلول يعمل كمستشار تقني موثوق للعملاء والشركاء، مما يضمن توافق حلول SUSE مع احتياجاتهم التجارية والتقنية. ستعمل عن كثب مع فرق المبيعات الإقليمية وفرق الشركاء لدفع التميز التقني في تصميم الحلول، مما يضع SUSE كقائد في الصناعة.

سوف يستفيد الدور من المعرفة المتخصصة للتشاور مع العملاء، ودعم العروض التقديمية للمبيعات، وعروض المنتجات، وإثباتات المفهوم، والطلبات الفنية. في النهاية، سيكون النجاح هو مساعدة العملاء في الاستثمار في الحلول الصحيحة من مجموعة SUSE، مما يمنحهم ميزة تنافسية.

Key Responsibilities المسؤوليات الرئيسية

• Engage with customers to understand both their technical and business needs - building valued relationships and developing as a trusted technical advisor. Conduct thorough assessments to identify gaps, opportunities, and challenges, ensuring that solutions are tailored to meet both immediate and future needs.
• Take full responsibility for the technical aspects of deal progression, from qualification to closure. Champion the technical validation process, including product demonstrations, technical presentations, managing proofs of concept (PoCs), addressing customer objections, and ensuring that the technical value of SUSE s solutions is fully realised.
• Serve as the voice of the customer by actively gathering and communicating customer feedback and requirements, to SUSE s Product, Strategy, and Engineering teams. Ensure that customer needs are reflected in new product features, updates, and messaging, while facilitating regular feedback loops, and support escalations to ensure product improvements align with customer expectations and maximise value.
• Collaborate with Field and Specialist Sales, Partner Ecosystem, and Customer Success teams to create Account Plans to drive solution adoption and ensure customer satisfaction throughout the sales lifecycle.
• Contribute to the development of go-to-market strategies with regional sales teams, and participate in marketing efforts through presentations, blogs, technical speaking engagements, rodeo s and booth demo s.
• Support the analysis of competitor offerings and collaborate on developing strategies to differentiate SUSE solutions, identifying key advantages in specific use cases.
• Conduct research and draft responses to the technical segments of requests for information (RFIs), requests for proposals (RFPs), and requests for quotes (RFQs).
• Transfer knowledge to pre-sales peers and contribute to internal education through mentoring, peer training, and sharing insights on product innovations and technical solutions.
• Consistently maintain CRM hygiene by updating all activity, for each opportunity - Use Case, Success Criteria, Technical Close Status (TCS) and Next Steps in the technical close process.
• Take proactive ownership of your professional development by staying curious and embracing a growth mindset. Focus on driving your success, advancing your skills as a Technical Sales professional, and deepening your expertise in the SUSE value proposition.
  
  

Skills & Experience المهارات والخبرة

• Experience in technical consulting, pre-sales engineering, or solution architecture, with a focus on enterprise software solutions.
• Practical skills with Linux systems, open-source software, and related infrastructure solutions, with experience in cloud computing and container technologies like Kubernetes.
• Proven ability to articulate complex technical solutions clearly and effectively to diverse audiences up to CXO level, translating technical concepts into business value and demonstrating how they align with customer objectives.
• Experience in creating technical demonstrations and whitepapers to illustrate product value through use cases.
• Strong problem-solving abilities, capable of addressing complex technical problems and delivering innovative, value-driven solutions.
• Experience collaborating cross-functionally with sales, engineering, and customer success teams to deliver comprehensive solutions and ensure customer satisfaction.
• Experience in designing and delivering complex enterprise solutions, ensuring scalability, security, and reliability.
• Exceptional consultative-selling skills, fostering meaningful customer relationships, guiding engagements, and serving as a trusted technical advisor through collaboration
• Proficiency in competitor analysis and solution positioning, showcasing SUSEs advantages over peers.
• Experience working with CRM tools (e.g., Salesforce, Clari) to manage pipelines, track technical validation, and measure solution success.
  
  

Job الوظيفة

Sales مبيعات

What We Offer ما نقدمه

We empower you to be bold, driving your career to create the future you want. We celebrate and reward your achievements. نحن نمكنك من أن تكون جريئًا، وندفع مسيرتك المهنية لإنشاء المستقبل الذي تريده. نحن نحتفل ونكافئ إنجازاتك.

SUSE is a dynamic environment that is evolving rapidly, thus requiring agility, strong entrepreneurship and an open mind. SUSE هي بيئة ديناميكية تتطور بسرعة، مما يتطلب القدرة على التكيف، وروح ريادة الأعمال القوية، وذهن مفتوح.

This is a compelling opportunity for the right person to join us as we continue to scale and prosper. هذه فرصة مثيرة للشخص المناسب للانضمام إلينا بينما نواصل التوسع والازدهار.

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! إذا كنت مفكرًا كبيرًا، مهووسًا بالتنفيذ وتزدهر في بيئة ديناميكية يمكنك من خلالها إنشاء إرث دائم بشكل ملموس، فالرجاء التقدم الآن!

We give you the freedom to be yourself. نحن نمنحك الحرية لتكون نفسك.