Services Account Executive - Nordics & Eastern Europe

This is a key and significant Services Sales role for Extreme Networks which requires collaboration with customers, partners and internal sales teams. The main point of focus is on the end-user customer, but transacting business will usually go through the channel as Extreme Networks is channel-driven company.

The successful candidate will work with Nordics & Eastern Europe (NEE) sales teams to provide competitively advantageous service solutions into a range of verticals from the Extreme Networks portfolio. These services include Premier Services, Professional Services, parts replacement and onsite services as well as Cloud-Networking Subscriptions. They will develop the role to become a ‘Trusted Provider’ for customers and channel partners and identify and drive Service Solutions Pipeline and add Services Solutions dollars to new and existing customers.

Critical to this role is the ability and flexibility to understand customer challenges and prioirities in a timely manner to identify, position and sell solutions within a profitable business unit and working very closely with the regional Sales Teams for the benefit of the customers in close collaboration with the channel partners, but making sure we do provide fitting 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, weekly sales calls, in-person and on-line customer meetings, alignment with partners, and coordination of presentations, proposals, and pricing.
• Business Development for Services Solutions
• Manage customer opportunities from Lead Generation through sales to onboarding of the service.
• Focus on positioning and selling end-to-end Cloud Management and Support Services for Key services solutions accounts
• Work closely and in alignment with territory 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 regard to service and operational improvements
• Customer advocacy for technical escalations and resolution process
• Develop a deep understanding of Extreme ‘s Premier Services, Professional Services, parts replacement and onsite services as well as Cloud-Networking Subscriptions offerings and be able to identify service opportunities within current and prospective clients. Position financial solutions to customers on multi-year services and subscription deals.
• 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

• Seller
• Team-player
• Passion for the business
• Able to work autonomously
• Proven influencer and negotiator
• Customer and partner driven
• Tenacious
• Results-oriented
• Ability to multi-task
• Self-motivated
• Commitment
• Creative and good problem solver

BACKGROUND AND EXPERIENCE

• The Account Executive, Extreme Service Solutions must have a good understanding of customer’s operational processes and ideally networking technology although it is not required to have an engineering qualification. They will be required to translate Extreme’s services offerings into business-friendly pitches. Additionally, 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 strategise 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 efficiencies 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 Degree or equivalent qualification
• Significant demonstrable services sales experience
• Experience in managing complex service solutions within a multi-vendor environment
• A track record of working at all levels of senior management
• Proven ability to increase service revenue
• Ability to negotiate complex service contracts
• Excellent communications and presentation skills
• Effective time management and task prioritisation when under pressure
• Commercial awareness with in-depth understanding of service finance
• 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: Enterprise, Education/Academia, Airports, Hospitals, Manufacturing
• Strong verbal and written skills; business fluent in Finnish and English.
• IT literate including Microsoft Office suite
• 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