Territory Account Manager Belgium/Lux

The Role
We are looking for a driven and strategic sales professional to join our SUSE Benelux team, with a specific focus on supranational organisations including the European Commission, European Agencies, and NATO . These institutions are at the heart of shaping Europe’s digital future and SUSE is uniquely positioned to support them.

With growing focus on digital sovereignty, security, and open strategic autonomy , European institutions are actively re-evaluating their digital stack to reduce dependency on non-European vendors. As a European open source leader, SUSE is a trusted partner in this transformation. This role offers a unique opportunity to drive net new business while expanding relationships within selected existing entities.

In this role, you will:

• Develop and execute a targeted new business strategy focused on EU institutions and NATO.

• Expand SUSE’s footprint across a portfolio of strategic accounts, some of which already consume SUSE technology in isolated teams or use cases.

• Position SUSE’s solutions: from Multi-Linux management to Kubernetes and security tooling as strategic assets that align with sovereignty, compliance, and open standards .

• Collaborate with Inside Sales, Solution Architects, Marketing, and Partners to tailor SUSE’s messaging and campaigns to the unique needs and drivers of supranational bodies.

• Represent SUSE at EU public sector events and briefings to increase brand awareness and develop key stakeholder relationships.

• Track and engage with EU-level digital strategies and legislative initiatives to identify new opportunities for SUSE to contribute.

• Help shape SUSE’s European public sector strategy in collaboration with other regional stakeholders.

You will be part of a diverse and ambitious EMEA team, and operate in one of SUSE’s fastest-growing regions , where public sector digital transformation is accelerating.

Essential Experience

• Familiarity with European institutions and/or supranational public sector sales cycles

• Fluent English; fluency in French and/or Dutch is preferred.

• Experience in B2B software sales or strategic business development
  
  

Desirable Experience

• Understanding of open-source business models and their relevance for public sector compliance

• Interest in digital sovereignty, open strategic autonomy, and EU regulatory trends

• Previous experience selling Linux infrastructure, Kubernetes, or hybrid cloud solutions

• Network or working knowledge of procurement structures within EU institutions or NATO

• Experience with value-based selling approaches and complex stakeholder management

• Familiarity with MEDDPICC or similar enterprise sales methodologies

Skills & Experience

• Strong track record of achieving new business and account growth targets in complex environments

• Solid understanding of enterprise IT infrastructure, including security, hybrid cloud, and open source tooling

• Excellent stakeholder management and presentation skills, with the ability to build trust across technical and non-technical audiences

• Proven ability to build and execute territory strategies independently while leveraging cross-functional support

• Proficient in CRM and forecasting tools like Salesforce or Clari

• Collaborative, organised, and capable of working across virtual teams and time zones

What You’ll Bring

• Strategic Curiosity : A keen interest in European policy, public sector transformation, and emerging tech trends

• Execution Focus : You translate complex ideas into clear plans and deliver results

• Independence : Comfortable navigating ambiguity and building momentum without waiting for permission

• Team Orientation : You operate as part of a high-performance team, sharing knowledge and celebrating wins together