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Services Sales Account Manager
4 months ago
Extreme Networks Named to Computerworld's 2023 List of Best Places to Work in IT
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.
_"walking the walk" _of our strong core values which enable us to successfully advance together.
Diversity and Inclusion is a vital part of our values and beliefs, and we're proud to foster an environment where every Extreme employee can thrive.
Come become part of something big with us We are a global leader, with hubs in North America, South America, Asia Pacific, Europe, and the Middle East.
Services Sales Account Manager (ANZ)
This is a key and significant business role for Extreme Networks which requires collaboration with internal/external teams; the main point of focus needs to be the end-user customer, but transacting business will usually go through the channel as we are a channel driven company.
Critical to this role is the ability and flexibility to respond to customer issues and queries in a timely manner 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, inperson and social networking, competitive market and industry analysis, and coordination of presentations, proposals, and client meetings.
- Business Development for Services Solutions
- Program Manage customers from Lead Generation through sales to onboarding of the service.
- Provide endtoend postsales 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
- Provide customer demonstrations and presales 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
Passion for the business
- Able to work autonomously
- Proven influencer and negotiator
- Customer and partner driven
- Tenacious
- Resultsoriented
- Ability to multitask
- Selfmotivated
- Commitment
- Creative and good problem solver
BACKGROUND AND EXPERIENCE
The Service Account Manager must have a good grasp of complex technical issues and experience in selling Services to large and medium organizations.
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 strategies and strive for win-win situations.
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/experience in networking will be an advantage
- Significant demonstrable services sales experience
- Experience in managing complex service solutions within a multivendor 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 tim
