About Us
Always open. Our code, our culture, our opportunities. Leading open innovation without limits. We are SUSE.
SUSE is a global leader in innovative, reliable and secure enterprise open source solutions, including SUSE Linux Enterprise (SLE), Rancher and NeuVector. 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.
We are open in our roots and open in our approach, striving to be the most trusted open innovator in the World. Openness extends beyond our technology. Our vibrant community thrives on diversity and connectivity without borders.
APAC Principal Solution Architect, AI Infrastructure
Job Description
Role Overview
As a key member of the Sales organization, the APAC Principal Solution Architect, serves as a trusted technical advisor for customers and partners, ensuring that SUSE’s AI Infrastructure solutions align with their business and technical needs. You will work closely with regional sales and partner teams to drive revenue by designing winning AI Infrastructure solutions, maintaining strong sales hygiene, and leveraging established sales methodologies (e.g., MEDDPICC) for opportunity qualification. By combining your technical AI Infrastructure expertise with a focus on sales objectives, you will help position SUSE as a leader in the industry.
You will collaborate with colleagues across different time zones, fostering an environment of shared learning and collective success. Communication and teamwork skills are essential, as the team actively collaborates via Slack and other virtual tools.
Key Responsibilities
Engage with customers to understand both their technical and business needs—building valued relationships and developing as a trusted technical advisor. Conduct thorough assessments to identify gaps, opportunities, and challenges, ensuring AI Infrastructure solutions meet both immediate and future requirements.
Take full responsibility for the technical aspects of deal progression, from qualification to closure, ensuring that the technical value of SUSE’s AI Infrastructure solutions is fully realized. Collaborate closely with account teams to address customer objections, manage proofs of concept (PoCs), and deliver timely, high-quality technical presentations and demonstrations.
Serve as the voice of the customer by actively gathering and communicating feedback and requirements to SUSE’s Product, Strategy, and Engineering teams. Ensure that customer needs are reflected in new product features, updates, and messaging, while facilitating regular feedback loops and support escalations to align improvements with customer expectations.
Collaborate with Field and Specialist Sales, Partner Ecosystem, and Customer Success teams to create Account Plans, drive solution adoption, and ensure customer satisfaction throughout the sales lifecycle.
Contribute to the development of go-to-market strategies with regional sales teams, and participate in marketing efforts through presentations, blogs, technical speaking engagements, rodeos, and booth demos.
Support the analysis of competitor offerings and collaborate on developing strategies to differentiate SUSE solutions, identifying key advantages in specific use cases.
Conduct research and draft responses to the technical segments of Requests for Information (RFIs), Requests for Proposals (RFPs), and Requests for Quotes (RFQs).
Transfer knowledge to pre-sales peers and contribute to internal education through mentoring, peer training, and sharing insights on product innovations and technical solutions.
Consistently maintain CRM hygiene by updating all activities for each opportunity (e.g., technical requirements, success criteria, next steps), tracking progress in a structured way so that opportunity qualification and pipeline forecasts remain clear.
Take proactive ownership of your professional development by staying curious and embracing a growth mindset. Focus on driving your success, advancing your skills as a Technical Sales professional, and deepening your expertise in the SUSE value proposition.
Skills & Experience
Experience in technical consulting, pre-sales engineering, or solution architecture, with a focus on enterprise software solutions.
Practical skills with Linux systems, open-source software, and related infrastructure solutions, with experience in cloud computing and AI Infrastructure.
Proven ability to articulate complex technical solutions clearly and effectively to diverse audiences (including CXOs), translating technical concepts into business value that aligns with customer objectives.
Experience in creating technical demonstrations and whitepapers to illustrate product value through use cases.
Strong problem-solving abilities, capable of addressing complex technical challenges and delivering innovative, value-driven solutions.
Experience collaborating cross-functionally with sales, engineering, and customer success teams to deliver comprehensive solutions and ensure customer satisfaction.
Experience in designing and delivering complex enterprise solutions, ensuring scalability, security, and reliability.
Exceptional consultative-selling skills, fostering meaningful customer relationships and serving as a trusted technical advisor.
Proficiency in competitor analysis and solution positioning, showcasing SUSE’s advantages over peers.
Experience working with CRM tools (e.g., Salesforce, Clari) to manage pipelines, track technical validation, and measure solution success. Familiarity with formal sales methodologies (e.g., MEDDPICC) is beneficial.
Additional Skills & Experience (APAC Focus)
Language Proficiency: Fluency in English; additional language and Mandarin (Cantonese, Japanese, Korean, or Southeast Asian languages) are a plus.
Cultural Awareness: Demonstrated experience working with diverse APAC markets, understanding regional business etiquette, and fostering strong relationships.
Regional Travel & Market Knowledge: Willingness to travel across APAC, with familiarity navigating local regulatory environments.
Adaptive Sales Approach: Familiarity with various sales frameworks (e.g., MEDDPICC, Challenger, SPIN) and the ability to tailor consultative-selling methods to different cultural contexts.
Global Team Collaboration: Strong communication and teamwork skills are essential, as the team actively collaborates via Slack and other virtual tools.
Collaborative Mindset: Comfortable operating in a cross-functional, geographically dispersed environment—aligning with Sales, Partners, and Customer Success to ensure holistic account coverage.
Job
SalesWhat 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
Choice
Innovation
Trust
Community
