Country Manager - France
Job Summary
Job Description
The Country Manager will be responsible for setting and executing the company's strategy for France. This role involves leading the sales team, driving channel strategy with the PAM team, and overseeing all activities with SE, Marketing, services, and PR. Key responsibilities include executing the go-to-market plan, fulfilling sales targets, implementing quantitative goals, and supporting account executives and value-added resellers. The role also requires setting up and executing channel strategy, guiding local account teams in acquiring new key accounts, and expanding business with existing customers and channel partners through cross-selling Extreme's portfolio. Regular planning, documentation, and coordination of activities are essential for achieving qualitative and quantitative goals. The role involves monitoring and reporting sales performance metrics, presenting internal business cases to senior management, and orchestrating internal stakeholders for account strategy development. Identifying, validating, and driving new opportunities, mapping client structures, and building strong long-term relationships are also crucial.
Must have:
- Lead/manage a sales team with senior and junior profiles (minimum 5 years)
- Strong knowledge of IT and Networking environment (10-15 years experience)
- Proven track record on large accounts in France (SBF 120)
- Experience managing indirect sales through Distribution and Resellers/System Integrators
Good to have:
- Execute GTM plan coverage model
- Fulfill agreed sales targets and strategic objectives
- Support VAEs and AEs using SE, PAM, marketing resources
- Set up and drive channel strategy
- Acquire new potential key accounts
- Expand business with existing accounts and channel partners
- Plan and document activities for qualitative and quantitative goals
- Monitor and report sales performance metrics
- Present internal business cases to senior management
- Orchestrate internal stakeholders for account strategy development
- Identify, validate, and drive new opportunities
- Map client structure, processes, and contacts
- Develop action plans and establish long-term relationships
2 skills required
Job Details
There has never been a better time to join Extreme, with several recent transformational announcements and an exciting go to market strategy, we see enormous opportunity and growth within the region.
Aside from being a Technology Leader in the Gartner Magic Quadrant, we also adamantly promote an internal culture that truly embraces diversity, inclusion and equality in the workplace. Having Diversity and Inclusion as part of our core values and beliefs, we’re proud to foster an environment where every Extreme employee can thrive because of their differences, not despite them.
THE ROLE
Responsible for setting and executing the company’s strategy for France. The Country/Sales Manager leads the sales team (AE’s and VAE’s) with regard to the sales objectives, sets and drives channels strategy with the PAM team, and overlooks all activities with SE, Marketing, services, PR and other in country supporting teams.
· Stakeholders: AE’s, VAE’s, SE’s, Strategic/Regional PAMs, DPAM, Service Sales and defined Channel Partners
ROLE RESPONSIBILITIES
EXPERIENCE
- Execute the GTM plan coverage model in the Country/Subregion, aligned with the Region plans defined by the Region’s RD.
- Orchestration of business activities in the Country/Subregion and the fulfillment of the agreed sales target, as well as the implementation of quantitative goals and strategic objectives for the Country.
- Supporting the assigned VAE’s and AE’s, while making efficient use of the SE, PAM, support, marketing, PR, etc resources available
- Set up channel strategy together for the country/sub-region with the PAM team and drive execution.
- Guide and Support the local account teams in the Acquisition of new potential key accounts out of a assigned list of prospects. 80/20 effectivity between named Strategic Accounts and Identify / approach new potential strategic customers.
- Intensive support of customer relationships with the existing Account base and channel partners to expand (cross-sell) business over the whole Extreme portfolio
- Regular planning, documentation and coordination of activities to achieve personal qualitative and quantitative goals with the Sales Leadership
- Monitor and report sales performance metrics on a weekly basis, separate Account Planning module should be added within SFDC for track and trace capabilities by Account Team and Management.
- Present in an effective way internal business cases related to Strategic Accounts with senior Management audience.
- Orchestrate the team of internal stakeholder (PAM, SE, Service Sales) with the development of Account strategy. Identify, validate and drive new opportunities, map client structure, processes and contacts, develop action plan, establish strong and long-term relationships, identify obstacles and /or advantages to allow strengthening of relationship and expansion into all overlapping service area.
EXPERIENCE
- Minimum of 5 years in leading / managing a Sales team composed of senior and junior profile
- Strong knowledge of IT and Networking environment and eco system, 10 to 15 years experience in that domain.
- Proven track record on large accounts in France (SBF 120)
- Experimented in managing indirect sales through Distribution and Resellers / System Integrators.
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