SUSE · 1 day ago
Director of Ecosystem Sales
Florida, United States
Full-time
Onsite
Director/Executive
$130K/yr - $237K/yr
10+ years expSUSE is a global leader in innovative open source solutions, seeking a Director of Ecosystem Sales to drive revenue growth through partnerships. This role involves leading ecosystem strategy, managing partner relationships, and executing go-to-market initiatives to expand solution adoption and joint revenue.
Cloud ComputingEnterprise SoftwareLinuxSoftware
Responsibilities
Own ecosystem-sourced and ecosystem-influenced revenue targets across IHV and ISV partners
Build and execute joint sales motions with strategic partners, including account mapping, pipeline creation, and co-selling
Partner closely with regional sales leadership to embed ecosystem plays into field execution
Establish and track KPIs for partner performance, pipeline health, and revenue contribution
Lead executive relationships with priority IHV and ISV partners (e.g., OEMs, cloud infrastructure, platform and software providers)
Develop joint value propositions and solution messaging aligned to SUSE Linux, Rancher, Edge, SAP, and cloud-native portfolios
Drive partner enablement for sales, technical, and marketing teams to ensure consistent execution
Identify and onboard new partners aligned to SUSE’s strategic growth areas
Operationalize SUSE’s global ecosystem strategy through defined partner tiers, focus areas, and investment priorities
Translate corporate strategy into actionable regional and partner-level plans
Collaborate with Product Management and Engineering to influence roadmap priorities based on ecosystem demand
Support M&A and strategic initiatives by assessing ecosystem impact and integration opportunities
Partner with Ecosystem Marketing to drive joint campaigns, solution launches, and field-ready assets
Support industry solutions and vertical plays through ecosystem collaboration
Represent SUSE at partner events, industry conferences, and executive briefings
Provide leadership, mentoring, and direction to ecosystem sales managers or partner leads (where applicable)
Establish operating cadence with partners, including QBRs, pipeline reviews, and executive steering committees
Ensure alignment with legal, finance, and operations on contracts, incentives, and compliance
Ecosystem-sourced and ecosystem-influenced revenue growth
Pipeline creation and conversion rates via partners
Strategic partner satisfaction and engagement scores
Number and impact of joint solutions and co-sell motions launched
Field adoption of ecosystem plays
Qualification
Required
10+ years of experience in enterprise software or infrastructure sales, alliances, or ecosystem roles
Proven track record driving revenue through IHV and/or ISV partnerships
Strong understanding of enterprise Linux, cloud-native platforms, Kubernetes, and hybrid/multi-cloud environments
Experience working with global sales organizations and regional execution models
Executive presence with the ability to influence internally and externally
Demonstrated ability to translate strategy into execution
Preferred
Experience with open source ecosystems and community-driven business models
Familiarity with SUSE portfolio (SUSE Linux Enterprise, Rancher, Edge, SAP, AI, or Cloud)
Prior leadership experience managing partner or alliance teams
MBA or equivalent business education
Benefits
Comprehensive medical plan
Life and disability insurance
401k
Employee Assistance Programme
Generous paid time off and leave policies
Company
SUSE
SUSE provides reliable and interoperable Linux and cloud infrastructure solutions that give enterprises greater control and flexibility.
1001-5000 employees
H1B Sponsorship
SUSE has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (2)
2024 (6)
2023 (3)
2022 (9)
2021 (9)
2020 (1)
Funding
Current Stage
Public CompanyTotal Funding
unknown2021-05-19IPO
2018-07-02Acquired
Leadership Team
Dirk-Peter Leeuwen
Chief Executive Officer
Lee Dong-woon
CEO
Recent News
GlobeNewswire
2025-12-09
Company data provided by crunchbase