Services Sales Account Executive

This is a key and significant business role for Extreme Networks, which requires collaboration with internal and external teams. The main focus point needs to be the end-user/ customer, but business transactions will go through the channel, as we are a channel-driven company. Ideal candidates will be those with a background in Services Sales Engineering who want to hone their sales skills and transition into a Services Account Management role. The key task is to showcase our new platform and its capabilities to existing & new customers, positioning the value and supporting their migration to the new platform. The candidate will work with country teams to provide service solutions in a range of verticals from Extreme Networks’ portfolio. They will develop the role of a ‘Trusted provider’ for customers and channel partners. They must drive the Service Solutions Pipeline and mindshare with existing and new customers. Customer coverage will be across ANZ

Critical to this role is the ability and flexibility to respond to customer issues and queries promptly to identify and provide solutions within a profitable business unit and working very closely with the Sales Teams for the benefit of the customers in close collaboration with the channel partners but making sure we do provide best in class support for the end-user customer.

RESPONSIBILITIES:

• Actively manage a sales prospecting methodology by logging activity that includes managing a targeted quarterly prospect list, daily/weekly sales calls, in-person and social networking, competitive market and industry analysis, and coordination of presentations, proposals, and client meetings.
• Business Development for Services Solutions, considering Professional Services and Premier Services.
• Program Manage customers from Lead Generation through sales to onboarding of the service.
• Provide end-to-end post-sales support to senior management within channel partners and end user organizations as required.
• Work closely with Account Executives to acquire, retain, and drive business within new and existing accounts
• Increase account penetration by supporting and promoting enhanced services
• Prepare/present and run internal and external service reviews, also driving proactive recommendations with regards to service and operational improvements
• Customer advocacy for technical escalations and resolution process
• Develop a deep understanding of Extreme Services Offerings which includes new- and renewal maintenance, subscription, Premier, Managed Services, Extreme Capital offerings and Professional Services to be able to identify service opportunities within current and prospective clients
• Provide customer demonstrations and pre-sales presentations
• Training and educating Account Executives on the Services Solutions portfolio
• Collaborate with corporate management with third party vendors
• Ensure the Service Portfolio is positioned with new opportunities
• Follow up and close service contracts on new opportunities
• Comprehensive understanding of services revenue recognition and general financial accounting practices
• Monthly/quarterly/annual account forecasting and reviews
• Weekly financial reporting on given accounts – risks and opportunities
• Ensure contracts are invoiced on time with the ensuing financial implications

PERSONAL SKILLS:

• Ideal candidates will be Services Sales Engineers who want to hone their sales skills and move to a Services Account Management role. Passion for the Services business, ability to work autonomously, proven influencer and negotiator. Experience in Service Delivery will be advantageous. Customer and partner driven. Results-oriented, ability to multi-task and self-motivated to make things happen. Manage the business for the assigned region professionally.

BACKGROUND AND EXPERIENCE:

• Ideal candidates will be Services Sales Engineers who want to hone their sales skills and move to a Services Account Management role. The Service Account Manager must have a good grasp of complex technical issues and experience in selling Services to large and medium organizations. They will be required to translate Extreme’s technical offerings into business-friendly pitches. Ideally the candidate has past delivery experience and wanting to hone his/her skills at sales. They must be able to work with a high degree of independent action whilst complying with standard practices, thus ensuring consistency of approach. They will be able to strategies and strive for win-win situations.
• The successful candidate must be self-motivated, willing to learn and be highly collaborative and open to new ways of working and be creative in looking for efficiency and services improvement.
• Due to the bespoke nature of the solutions being delivered, the individual should have the ability to assist in identifying process improvements and drive these through the core services design teams.

SPECIFIC KNOWLEDGE / SKILLS:

• Proven track record in a competitive sales environment.
• BS/BA/Engr Degree or equivalent qualification/experience(10-12) in networking will be an advantage.
• Significant demonstrable services sales engineer experience(10-12 years)/ Pre-sales, Delivery experience
• Experience in managing complex service solutions within a multi-vendor environment
• A track record of working at all levels of senior management
• Experience in SAAS business as an advantage
• Understanding & Tracking of Service Sales & Performance metrices
• Ability to negotiate complex service contracts
• Excellent communications and presentation skills
• Effective time management and task prioritization when under pressure
• ITIL Certification would be useful
• Ability to build and develop excellent relationships
• Industry domain expertise and experience in at least one of the following areas will be advantages: Enterprise, Education/Academia, Airports, Hospitals, Manufacturing
• Strong verbal and written skills; business fluent in English
• Great attitude, passion, and drive to be successful.
• High-energy and competitive nature that seeks results and personal accountability for sales.
• Experience selling staffing solutions, professional services, IT solutions, and/or projects is a plus.
• Travel will be an essential component of the role.