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About the Role

This is a key business role requiring collaboration with internal and external teams, focusing on the end-user/customer through channel transactions. The primary task is to showcase a new platform and its capabilities to existing and new customers, positioning its value and supporting their migration. The candidate will work with country teams to provide service solutions across various verticals and develop the role of a 'Trusted provider' for customers and channel partners. Critical to this role is the ability to respond promptly to customer issues and queries, identify solutions within a profitable business unit, and collaborate closely with sales teams and channel partners to 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.

Requirements

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.

Skills

Proven track record in a competitive sales environment.
Significant demonstrable 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.
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.
Ability to build and develop excellent relationships.
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.
Passion for the Services business, ability to work autonomously, proven influencer and negotiator.
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.

Location

Japan

Work Type

Full-time

Experience Level

10-12 years

Education Level

BS/BA/Engr Degree or equivalent qualification/experience

About the Company

Over 50,000 customers globally trust our end-to-end, cloud-driven networking solutions.
They rely on our top-rated services and support to accelerate their digital transformation efforts and deliver unprecedented progress.
With double-digit growth year over year, no provider is better positioned to deliver scalable outcomes than Extreme.
Inclusion is one of our core values and in our DNA.
We are committed to fostering an inclusive workplace that embraces our differences and creates an atmosphere where all our employees thrive because of their differences, not in spite of them.
Become part of Something big with Extreme!
As a global networking leader, learn why there’s no better time to join the Extreme team.
Extreme Networks, Inc. (EXTR) creates effortless networking experiences that enable all of us to advance.
We push the boundaries of technology leveraging the powers of machine learning, artificial intelligence, analytics, and automation.
For more information, visit Extreme's website or follow us on Twitter, LinkedIn, and Facebook.

Equal Opportunity

We encourage people from underrepresented groups to apply.
Come Advance with us!
In keeping with our values, no employee or applicant will face discrimination/harassment based on: race, color, ancestry, national origin, religion, age, gender, marital domestic partner status, sexual orientation, gender identity, disability status, or veteran status.
Above and beyond discrimination/harassment based on “protected categories,” Extreme Networks also strives to prevent other, subtler forms of inappropriate behavior (e.g., stereotyping) from ever gaining a foothold in our organization.
Whether blatant or hidden, barriers to success have no place at Extreme Networks.