Telco Edge Sales Specialist - 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.

Telco Sales Specialist – EMEA Job Description

The Role

We are looking for an experienced Telco Edge Sales Specialist to drive the growth of SUSE's Telco business across a defined set of customers and regions. As an overlay specialist, you will not own a specific territory as a traditional Account Executive. Instead, you will act as the sales leader and subject‑matter expert for the SUSE Telco proposition. You will partner closely with Account Executives, Solution Architects, Partners, and Marketing to identify, shape and close complex enterprise deals with Tier‑1 and Tier‑2 telecommunications providers. By bringing deep Telco industry expertise and a strong command of SUSE's technology, you will help account teams understand the strategic priorities of Cloud Service Providers (CSPs), build executive relationships, and position our value to win against competitors.

What You Will Do

Drive Strategic Pipeline & Sales Execution

You will navigate the end‑to‑end sales cycle, developing and executing a comprehensive Telco sales strategy across assigned accounts. Working collaboratively with the wider account team, you will identify whitespace, build a robust pipeline, and drive opportunities from initial discovery to successful closure.

Provide Subject‑Matter Expertise & Value Selling

You will engage credibly with senior Telco stakeholders—including CTOs, CIOs, and network leadership—to translate their business and technical challenges into compelling SUSE solutions. Rather than focusing solely on product features, you will lead consultative conversations centered on customer outcomes like operational efficiency, TCO reduction, faster deployment, and reduced vendor lock‑in.

To achieve this, you will rely on your deep understanding of:

• Emerging Trends: 5G, cloud‑native network functions (CNFs), Open RAN, edge computing, network modernization and AI‑native networks.
• The CSP Landscape: The critical roles of Linux, Kubernetes, container platforms, virtualization, and cloud infrastructure.

Collaborate as an Overlay & Develop the Ecosystem

As a trusted internal advisor, you will enable account teams to confidently identify and qualify Telco opportunities, bringing your specialist expertise into customer engagements at exactly the right time. Beyond internal teams, you will develop strong relationships with strategic partners, network equipment providers, system integrators and cloud providers—to build partner‑led pipelines and position SUSE within broader Telco transformation initiatives.

Who You Are

Essential Experience & Traits

Significant experience selling technology solutions into the Telecommunications / CSP industry. Mandatory technical proficiency in modern cloud technologies, including deep expertise in Linux, Kubernetes, and 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.

Strong consultative selling, opportunity‑shaping, and executive presentation skills. Demonstrated ability to collaborate effectively with Account Executives and cross‑functional global teams.

Ability to apply enterprise sales methodologies, particularly MEDDPICC, Challenger or similar frameworks.

Ideally, You Also Have: Hands‑on experience with 5G, NFV/CNF, Open RAN, Telco Cloud, edge computing or network automation. Experience working with major European or global CSPs. Existing relationships within the Telco ecosystem, including large system integrators and technology partners.

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.

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. Welcome! Welcome to your SUSE journey! We are a global leader in innovative, reliable, and enterprise‑grade open source solutions. We specialise in Enterprise Linux, Kubernetes Management, and Edge solutions, collaborating with communities and making innovation possible everywhere. Choose open, choose SUSE! SUSE Values