Country/Sales Manager - Alpine

3 Months ago • All levels

Sales

Job Description

The Country/Sales Manager will be responsible for developing and implementing the company's strategy for the Alpen Region. This role involves leading the sales team, including Account Executives and Senior Account Executives, to achieve sales objectives. The manager will also establish and drive channel strategies in collaboration with the Partner Account Management team and oversee all activities involving Sales Engineering, Marketing, Services, Public Relations, Value-Added Enablement (VAE), and other in-country support teams. The position requires effective execution of go-to-market plans, fulfillment of sales targets, and implementation of quantitative and strategic objectives. This includes supporting sales teams in acquiring new key accounts and expanding business with existing customers and channel partners.

Must Have:

Execute GTM plan in Country/Subregion aligned with regional plans.
Fulfill sales targets and implement quantitative/strategic objectives.
Support assigned SAEs and AEs using available resources.
Set up and drive channel strategy with the PAM team.
Guide local account teams in acquiring new key accounts.
Support existing customer relationships for business expansion.
Plan, document, and coordinate activities for goals.
Check sales opportunity lists and monitor forecasts.
Update internal calendar and CRM, prepare visit reports.
Monitor and report sales performance metrics weekly.
Present internal business cases for Strategic Accounts.
Orchestrate internal stakeholders for account strategy.

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performance-analysis

networking

Over 50,000 customers globally trust our end-to-end, cloud-driven networking solutions and rely on our top-rated services and support to accelerate their digital transformation efforts and deliver progress like never before and with double digit growth year over year, no provider is better positioned to deliver better outcomes on scale, than Extreme.

Come become part of something big with us! We are a global leader, with hubs in Europe, North America, South America, Asia Pacific, and the Middle East.

THE ROLE

Responsible for setting and executing the company’s strategy for the Alpen Region. The Country/Sales Manager leads the sales team (AE’s and SAE’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, VAE, and other in country supporting teams.

Reporting to: Vice President DACH

Stakeholders: SAE’s, AE’s, VAE’s, SE’s, Strategic/Regional PAMs, DPAM, Service Sales and defined Channel Partners

ROLE RESPONSIBILITIES

Execute the GTM plan coverage model in the Country/Subregion, aligned with the Region plans defined by the Region’s VP.
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 SAE’s and AE’s, while making efficient use of the SE, PAM, support, marketing, PR, VAE, 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. 90/10 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
Weekly checking of all sales opportunity lists for completeness and correctness, monitoring and ensuring the resulting weekly quarterly forecast figures, as well as regular participation in the forecast meetings. Daily update of the company's internal calendar and CRM tool and preparation of visit reports on the activities carried out with regard to customer visits, time spent with the customer, expected business potential, potential new customers.
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 (VAE, 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