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About the Role

This is a critical and high-responsibility role at Extreme Networks, requiring collaboration with internal and external teams. The primary focus is on the end-user/customer, with business transactions conducted through the channel. The ideal candidate will have experience in service sales engineering, honed sales skills, and a desire to transition into a service account management role. Key responsibilities include presenting new platforms and features to existing and new customers, clarifying value, and supporting migration to new platforms. Collaboration with the domestic team will involve delivering service solutions across various industries from Extreme Networks' portfolio. The role involves acting as a "trusted provider" to customers and channel partners, driving the service solutions pipeline and interest from existing and new customers. Coverage extends throughout Japan.

Responsibilities

Drive sales development activities, including quarterly target prospect lists, daily/weekly sales activities, face-to-face and social media engagement, competitor and market analysis, presentation and proposal creation, and customer meeting coordination.
Business development for service solutions, including Professional Services and Premier Services.
Customer program management from lead generation through sales activities to service delivery.
Provide end-to-end post-implementation support to channel partners and end-user enterprises as needed.
Collaborate closely with Account Executives to drive acquisition, retention, and expansion of new and existing customers.
Increase account penetration through the proposal and promotion of high-value services.
Plan, conduct, and lead internal and external service reviews, proposing service and operational improvements.
Act as a customer advocate in technical escalation and problem-solving processes.
Identify new service opportunities within customer accounts, based on a deep understanding of Extreme's service offerings, including maintenance renewals, new maintenance, subscriptions, Premier Services, Managed Services, Extreme Capital, and Professional Services.
Conduct customer-facing demos and pre-sales presentations.
Train Account Executives on the service solutions portfolio.
Liaise with management, including third-party vendors.
Position the service portfolio appropriately for new opportunities.
Follow up on and close service contracts for new opportunities.
Understand service revenue recognition and general accounting principles.
Conduct monthly, quarterly, and annual forecasting and account reviews.
Prepare weekly financial reports on account risks and opportunities.
Manage timely invoicing for contracts and understand financial implications.

Requirements

Proven track record in a competitive sales environment.
Bachelor's degree (BS/BA/Engineering) or equivalent qualifications/experience.
Experience in selling services to large enterprises and mid-market companies, understanding complex technical challenges.
Ability to present Extreme's technical value proposition from a business perspective.
High degree of autonomy, with consistent execution following standard processes.
Strategic approach to building win-win relationships.
High self-management skills and willingness to learn.
High level of cooperation and acceptance of new ways of working.
Creative thinking for process improvements to enhance services, collaborating with service design teams.
Ability to negotiate complex service contracts.
Excellent communication and presentation skills.
Time management and prioritization skills under pressure.
Excellent interpersonal skills.
Positive attitude, passion, and strong drive for success.
High results orientation and accountability for sales performance.
Business-level oral and written communication skills in English.

Skills

Service sales engineering
Sales skills
Service account management
Service delivery
Pre-sales
Service delivery management
SaaS business
Service revenue and performance metrics management
Complex service contract negotiation
Communication
Presentation
Time management
Prioritization
Interpersonal skills
Relationship building
Business acumen
Negotiation
Customer-facing demos
Pre-sales presentations
Training
Financial reporting
Forecasting
Account reviews
Invoicing
ITIL certification (preferred)
Industry expertise (enterprise, education, airport, healthcare, manufacturing) (preferred)
English communication (business level)
Project sales (preferred)
Professional services sales
IT solutions sales

Location

Japan

Work Type

Full-time
Onsite

Experience Level

10-12 years of experience in the networking industry (preferred)
Experience working with senior management
Experience in service delivery (preferred)
Experience in talent services, professional services, IT solutions, or project sales (preferred)

Education Level

Bachelor's degree (BS/BA/Engineering) or equivalent qualifications/experience

About the Company

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.
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.
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.