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For Companies At a Glance
- Tasks: Drive partnerships and co-sell strategies with top ISVs across EMEA.
- Company: Join SUSE, a leader in open-source solutions and innovation.
- Benefits: Dynamic work environment, career growth, and a culture that celebrates achievements.
- Other info: Be part of a diverse global community where your voice matters.
- Why this job: Make a real impact on revenue growth and cloud-native transformations.
- Qualifications: 7-12 years in alliances or ecosystem leadership with a focus on enterprise software.
The predicted salary is between 70000 - 90000 ÂŁ per year.
About Us
SUSE is a global leader in innovative, reliable, and secure enterprise open source solutions, including SUSE® Linux Suite, SUSE® Rancher Suite, SUSE® Edge Suite, and SUSE® AI Suite. More than 60% of the Fortune 500 rely on SUSE to power their mission-critical workloads, enabling them to innovate everywhere – from the data center to the cloud, to the edge and beyond.
SUSE puts the “open” back in open source, collaborating with partners and communities to give customers the agility to tackle innovation challenges today and the freedom to evolve their strategy and solutions tomorrow.
Location: EMEA (flexible)
Reporting to: Global ISV Leadership
Function: Global Ecosystem & Alliances
Role Overview
SUSE is seeking a high-impact ISV Partner Alliance Manager – EMEA to own and accelerate co-sell engagement between SUSE field sellers and Tier-1 ISV partners across the region. This role is accountable for building certified, revenue-generating partnerships that drive measurable pipeline creation, co-sell execution, and out-quarter bookings. The successful candidate will operationalize disciplined co-selling motions across priority ISVs and align tightly with SUSE sales leadership to convert joint solution value into customer outcomes. This is not a relationship-only alliance role. It is a revenue-producing ecosystem leadership position.
Core Responsibilities
- Own Tier-1 ISV Portfolio in EMEA: Manage a defined list of strategic Tier-1 ISVs aligned to SUSE priorities. Build and execute joint business plans with clear ARR, pipeline, and enablement targets. Ensure ISV solutions are certified and optimized on SUSE platforms.
- Drive Disciplined Co-Sell Execution: Embed structured co-sell motions between SUSE sellers and ISV counterparts. Orchestrate joint account mapping and opportunity reviews across EMEA. Activate field sellers with solution messaging, playbooks, and competitive positioning.
- Build Regional Pipeline & Revenue Impact: Generate partner-sourced and partner-influenced pipeline aligned to regional revenue targets. Drive measurable out-quarter pipeline velocity. Identify lighthouse customers and joint reference accounts.
- Enable the SUSE Field: Equip sellers with workload-based solution narratives. Deliver enablement sessions on joint SUSE + ISV value propositions. Package Solution Asset Kits and sales plays for repeatable execution.
- Executive Alignment & Governance: Build relationships at ISV executive and regional leadership levels. Run Quarterly Business Reviews with clear scorecards and revenue tracking.
Success Metrics
- Partner-sourced pipeline (EMEA)
- Partner-influenced revenue contribution
- Co-sell opportunity volume & velocity
- Tier-1 ISV certification and joint solution progress
- Field enablement adoption
- Executive QBR performance and plan execution
Required Experience
- 7–12+ years in Alliances, Channel, or Ecosystem leadership within enterprise software.
- Proven track record driving co-sell revenue motions across multiple countries.
- Experience working with hyperscalers, cloud-native platforms, virtualization, storage, security, or data platforms.
- Strong understanding of modern infrastructure ecosystems.
- Experience managing executive-level ISV relationships.
Preferred Qualifications
- Experience in open-source or infrastructure software environments.
- Demonstrated success building multi-partner sales plays.
- Comfort operating in matrixed global organizations.
- Data-driven mindset with strong pipeline inspection discipline.
- Ability to influence without direct authority.
Why This Role Matters
SUSE’s growth in EMEA depends on disciplined co-sell execution with Tier-1 ISVs. This role converts ecosystem strategy into field-level revenue performance by aligning certified solutions, seller engagement, and measurable pipeline acceleration. The ISV Partner Alliance Manager will directly impact regional revenue growth and SUSE’s ability to win strategic modernization and cloud-native transformation opportunities across EMEA.
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 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: Choice, Innovation, Trust, Community
EMEA ISV Partner Alliance Manager employer: SUSE
Contact Detail:
SUSE Recruiting Team
StudySmarter Expert Advice 🤫
We think this is how you could land EMEA ISV Partner Alliance Manager
✨Tip Number 1
Network like a pro! Get out there and connect with people in the industry. Attend events, webinars, or even local meetups. The more you engage, the better your chances of landing that dream job.
✨Tip Number 2
Prepare for interviews by researching SUSE and its products. Understand their culture and values, and think about how your experience aligns with their mission. This will help you stand out as a candidate who truly gets what they’re about.
✨Tip Number 3
Practice your pitch! Be ready to explain how your skills can drive revenue and build partnerships. Focus on your past successes and how they relate to the role of an ISV Partner Alliance Manager.
✨Tip Number 4
Don’t forget to apply through our website! It’s the best way to ensure your application gets seen. Plus, it shows you’re genuinely interested in being part of the SUSE community.
We think you need these skills to ace EMEA ISV Partner Alliance Manager
Some tips for your application 🫡
Tailor Your CV: Make sure your CV is tailored to the role of ISV Partner Alliance Manager. Highlight your experience in alliances and co-sell revenue motions, especially within enterprise software. We want to see how your skills align with our needs!
Craft a Compelling Cover Letter: Your cover letter is your chance to shine! Use it to explain why you're passionate about open source and how you can drive revenue growth at SUSE. Be sure to mention specific examples from your past that demonstrate your success in similar roles.
Showcase Your Metrics: We love data-driven candidates! When detailing your previous roles, include metrics that showcase your impact, like pipeline growth or revenue contributions. This will help us see the tangible results you've achieved in your career.
Apply Through Our Website: Don't forget to apply through our website! It’s the best way for us to receive your application and ensures you’re considered for the role. Plus, it shows you’re serious about joining our team at SUSE!
How to prepare for a job interview at SUSE
✨Know Your ISVs
Before the interview, dive deep into the Tier-1 ISVs that SUSE collaborates with. Understand their solutions, how they align with SUSE's offerings, and be ready to discuss how you can drive co-sell engagement effectively.
✨Showcase Your Revenue Impact
Prepare specific examples from your past experiences where you've successfully driven revenue through partnerships. Highlight metrics like pipeline creation and co-sell execution to demonstrate your ability to impact SUSE's growth in EMEA.
✨Master the Co-Sell Motion
Familiarise yourself with structured co-sell motions and be prepared to discuss how you would implement these at SUSE. Think about how you can activate field sellers and track engagement metrics to ensure success.
✨Build Relationships
Emphasise your experience in managing executive-level ISV relationships. Be ready to talk about how you would build and maintain these connections at SUSE, including running Quarterly Business Reviews and providing structured reporting.