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 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. For more information, visit www.suse.com.
How you'll contribute:
We are seeking an experienced Solution Architect to join SUSE in Taiwan. In this role, you will act as a trusted technical advisor to enterprise customers and partners, helping them solve business and technical challenges with SUSE's open-source solutions. You will combine strong discovery skills, technical depth, and business acumen to shape solutions that deliver clear and measurable customer value.
- Build trusted customer relationships by understanding their business goals, technical challenges, operating environment, and strategic priorities. Become their go-to advisor throughout the engagement lifecycle.
- Lead structured discovery and apply MEDDPICC discipline across the full technical sales cycle, from qualification and assessment through design, demos, PoCs, and technical closure, turning customer pain into well-defined use cases, success criteria, and measurable business outcomes.
- Own the technical validation process, including solution design, technical presentations, product demonstrations, PoCs, and objection handling, to clearly show how SUSE's solutions deliver both business and technical value.
- Architect and validate solutions using SUSE technologies and services, to deliver secure, scalable, and production-ready infrastructure for mission-critical enterprise workloads.
- Work closely with Sales, Partners, Services, Renewal, and Customer Success to build and execute joint Account Plans that drive adoption, expansion, and long-term customer success.
- Capture and communicate customer insights by gathering feedback, technical requirements, and market intelligence from the field, and sharing them with Technology and Product teams to shape SUSE's roadmap and competitive positioning.
- Support competitive positioning by understanding alternative solutions in the market and clearly articulating SUSE's technical and business differentiation for customer use cases.
- Contribute to RFI, RFP, and RFQ responses by providing clear, compelling technical input and business value narratives that help customers make confident investment decisions.
- Maintain strong Salesforce CRM hygiene by keeping pipeline data, technical validation status, MEDDPICC elements, and success metrics accurate and current for full deal transparency and predictable forecasting.
- Share knowledge and demonstrate thought leadership by mentoring teammates, representing SUSE at customer workshops and industry forums, and contributing to webinars, blogs, and technical community activities.
What you'll bring:
- 7+ years of experience in technical presales, consulting, or solution architecture in enterprise software, infrastructure, or open-source ecosystems, with a strong track record of closing complex deals and delivering customer wins.
- Hands-on technical expertise with Linux, Kubernetes, containers, and public cloud platforms (AWS, Azure, or GCP), plus proven ability to design and explain secure, resilient, and scalable architectures for mission-critical workloads.
- Strong consultative selling skills to run structured discovery, understand customer pain and business drivers, and translate technical requirements into clear, compelling business value narratives for both technical teams and senior stakeholders.
- Proven experience leading technical validation activities including product demonstrations, PoCs, technical presentations, and objection handling that move sales opportunities forward and build customer confidence.
- Equip with solid business acumen, discussing ROI, TCO, risk, compliance, security, and strategic value with IT leaders and C-suite stakeholders; experience in competitive analysis and value-based positioning.
- Demonstrate disciplined qualification and sales methodology with MEDDPICC or similar frameworks, plus the discipline to work closely with Sales to qualify opportunities, define success criteria, and progress complex deals.
- Natural curiosity about emerging technologies such as AI, automation, hybrid cloud, and edge computing, with the ability to understand when and where they create real business value for customers.
- Ability to collaborate and align with Sales, Product, Engineering, Services, Customer Success, and partner teams around shared customer outcomes, demonstrating cross-functional influence and execution.
- Proficiency with CRM systems such as Salesforce or Clari, with discipline in maintaining accurate pipeline data and measuring technical and business outcomes across the sales cycle.
- Fluent in Mandarin and English, with strong verbal, written, and technical presentation skills suited to engaging diverse stakeholders across Taiwan and Greater China.
- Preferred qualifications: Hands-on experience or certifications with Rancher, SUSE Linux Enterprise, NeuVector, Kubernetes, or cloud-native infrastructure platforms.
Your life at SUSE:
SUSE offers a range of benefits designed to enhance employee experience and well-being. We prioritise flexibility, inclusivity, global collaboration, innovation, fostering a diverse and dynamic work environment.
Our commitment to social responsibility is reflected in our global volunteering day off and our Employee Resource Groups: Go Green, SUSE Pride, Women in Technology, SUSE Cares, Neurodiversity and SUSE Open Source Community Citizens.
Join us and experience a workplace where individuality is celebrated, meaningful contributions are encouraged, and enjoyment is fostered.
