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Job Description

ISV Partner Alliance Manager – EMEA

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

1. Own Tier-1 ISV Portfolio in EMEA

• Manage a defined list of strategic Tier-1 ISVs aligned to SUSE priorities (e.g., virtualization modernization, cloud-native platforms, AI infrastructure, regulated workloads).  

• Build and execute joint business plans with clear ARR, pipeline, and enablement targets.  

• Ensure ISV solutions are certified and optimized on SUSE platforms (Rancher Suite, SUSE Linux, SUSE Virtualization, etc.).  

2. 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.  

• Track co-sell engagement metrics: sourced pipeline, influenced pipeline, attach rates, ACV, win rates.  

3. 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.  

• Ensure joint marketplace and 1st-party cloud alignment where relevant.  

4. 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.  

• Align with Regional Sales Directors and Country Managers on priority pursuits.  

5. Executive Alignment & Governance

• Build relationships at ISV executive and regional leadership levels.  

• Run Quarterly Business Reviews with clear scorecards and revenue tracking.  

• Provide structured reporting on pipeline, certifications, and co-sell health.  

• Act as escalation point for strategic deal acceleration.  

Success Metrics

This role is measured on outcomes, not activity.

• 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 (Kubernetes, Linux, hybrid cloud, virtualization migration, AI infrastructure).  

• 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.

Job

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.

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