Head of Industrial Edge, EMEA

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. 

Head of Industrial Edge, EMEA

  

Job Description

   

As the EMEA Head of Industrial Edge Solutions, you will lead a dynamic team to drive strategic growth and market share for SUSE across the region. You will guide the field to position Edge computing solutions that power Industry 4.0, IoT, and AI/ML deployments directly on the factory floor. Success requires blending strategic vision, talent development, and deep expertise in IT and operational technology convergence to champion customer success in enterprise manufacturing accounts. 

How You’ll Contribute

• Drive Industry 4.0 Strategy: Oversee and guide EMEA sales in developing customer-centric strategies that align SUSE’s Edge offerings with manufacturing objectives, emphasizing consultative-selling techniques.

• Pipeline & Sales Execution: Manage the team's pipeline and forecasting accuracy using CRM tools (e.g., Salesforce, Clari), ensuring data integrity to support executive decision-making and track performance against targets.

• Executive Engagement: Act as an escalation point and strategic advisor, helping your team build and nurture relationships with CXO-level executives to translate business challenges into operational efficiency, scalable security, and TCO reduction.  Foster Cross-Functional

• Ecosystems: Partner closely with regional Pre-Sales, Inside Sales, and partner ecosystems to build partner-led pipelines and seamlessly deliver tailored edge solutions.

• Market Adaptation: Monitor market trends in AI, Linux infrastructure, and smart factory automation, refining sales strategies to help SUSE achieve market share growth. 

• Manage Daily Operations: Make tactical decisions regarding resource allocation and performance management, ensuring daily team operations align seamlessly with SUSE’s broader departmental goals.

• Lead & Develop the EMEA Team: Set and achieve quarterly and annual sales targets for the EMEA region while fostering a high-performance, inclusive culture. You will actively mentor your team, focusing on skill development, enterprise sales frameworks, and continuous coaching to ensure each member succeeds.

What You’ll Bring

• Significant experience selling emerging technology solutions into large-scale enterprise organisations.

• Demonstrated experience leading a high-performance sales or account management team within the enterprise software industry, with a strong focus on strategic growth.

• Deep expertise in Industrial Edge computing, IoT, AI-ready infrastructure, and hybrid cloud architectures, with a proven ability to sell into large-scale enterprise organisations in EMEA. 

• Hands-on experience with hybrid cloud architectures, edge computing, IT automation, or enterprise digital transformation - ideally with enterprise open-source software.

• Proven track record in a specialist, overlay, or solution-sales role, with experience developing and closing complex enterprise opportunities.

• High degree of individual initiative; you are a self-starter who thrives in an environment requiring independent drive, stepping away from heavily layered corporate structures.

• Advanced consultative-selling skills to deeply understand client needs and challenges. Develop tailored solutions that address both immediate requirements and long-term strategic goals.

• Demonstrated ability to collaborate effectively with Account Executives and cross-functional global teams.

• Experience working with CRM tools (e.g., Salesforce, Clari) to manage pipelines and forecast sales accurately.

• Advanced coaching skills in enterprise sales frameworks (e.g., MEDDPICC, Challenger) to guide your team through multi-stakeholder, high-value deals.

• A strong track record of navigating complex sales dynamics and articulating SUSE's differentiation against Red Hat, VMware/Broadcom, and hyperscalers.

• Demonstrated experience in inclusive talent acquisition, engaging diverse candidate pools, and fostering a sense of belonging to enhance team innovation and performance. 

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 

SUSE's culture is centered on four key values - Choice, Community, Trust, and Innovation - which are deeply integrated with our open source ethos. SUSE fosters a diverse and inclusive environment where our people are encouraged to be themselves.

Choice: 

We are continuously making choice happen 

We are accountable for our choices 

We never get complacent

Community: 

Nobody is smarter than everybody 

We embrace diversity of thought 

We are “open source first, upstream first” where collaboration benefits all

Trust: 

We are trusted to deliver with integrity 

We offer trust by default, and do not wait for it to be earned

We foster an environment where everyone trusts each other 

Innovation: 

We foster a culture of experimentation, and embrace change by challenging the norm

We are committed to continuous improvement, creativity and adaptability 

Ideas are great, but without execution they are just ideas