Services Sales Account Executive - 10075

Services Sales Account Executive This position is a critical role with significant responsibility for Extreme Networks. It requires collaboration with both internal and external teams. While the primary focus should be on the end user/customer, as we are a channel-driven company, business transactions are conducted through the channel. The ideal candidate has experience in services sales engineering and, having honed their sales skills, wishes to transition into a services account management role. The main task is to present our new platforms and features to existing and new customers, clarify their value, and support the migration to new platforms. You will work with the domestic team to provide service solutions from the Extreme Networks portfolio across various industries. You will develop your role as a "trusted provider" for customers and channel partners. You will need to increase the services solution pipeline and interest from existing and new customers. Coverage is nationwide in Japan. Most important to this role is the ability and flexibility to respond quickly to customer problems and questions, and to identify and provide solutions within a profitable business unit. It is crucial to work closely with the sales team for the benefit of the customer, while collaborating closely with channel partners to provide the highest level of support to end-user customers.

Main Responsibilities

• Driving sales prospecting activities, including quarterly target prospect list management, daily/weekly sales activities, face-to-face visits and SNS utilization, competitor/market analysis, preparation of presentations and proposals, and coordination of customer meetings.
• Business development of service solutions, including Professional Services and Premier Services.
• Customer program management from lead generation to sales activities and service implementation.
• Providing end-to-end post-implementation support to channel partners and end-user executive management as needed.
• Working closely with Account Executives to drive acquisition, retention, and expansion of new and existing customers.
• Increasing account penetration through the proposal and promotion of high-value-added services.
• Planning, executing, and leading internal and external service reviews, and making proposals for service and operational improvements.
• Acting as the customer advocate in technical escalation and problem-solving processes.
• Identifying new service opportunities at customers based on a deep understanding of Extreme's service offerings, such as maintenance renewals, new maintenance, subscriptions, Premier Services, Managed Services, Extreme Capital, and Professional Services.
• Conducting customer demos and pre-sales presentations.
• Conducting training on the services solution portfolio for Account Executives.
• Collaborating with executive management, including third-party vendors.
• Appropriate positioning of the services portfolio in new deals.
• Follow-up and closing of service contracts in new deals.
• Understanding service revenue recognition and general accounting principles.
• Conducting monthly, quarterly, and annual forecasting and account reviews.
• Creating weekly financial reports regarding risks and opportunities for assigned accounts.
• Managing timely billing of contracts and understanding financial impact.

Ideal Candidate Profile (Personal Skills) The ideal candidate is a services sales engineer who has acquired sales skills and is now looking to transition into a services account management role. We require a services salesperson who understands complex technical issues well, though engineering certifications are not required. You are someone with a passion for the services business, who can perform tasks autonomously, and possesses high influence and negotiation skills. Experience in service delivery is a plus. We are looking for someone who is customer and partner-oriented, results-driven, able to manage multiple tasks in parallel, highly self-motivated, proactive, and capable of professionally managing business in their assigned area.

Background and Experience Experience in selling services to large and mid-sized enterprises while understanding complex technical challenges; ability to propose Extreme's technical value propositions clearly from a business perspective; service delivery experience is desirable; ability to perform tasks consistently according to standard processes while maintaining high autonomy; and the ability to act strategically aiming to build Win-Win relationships.

Furthermore, high self-management skills and a desire to learn, high cooperativeness, and the ability to embrace new ways of working are required, as well as the quality of thinking creatively about operational efficiency for the sake of service improvement.

Additionally, since the solutions provided are customized for each customer, you are expected to find opportunities for business process improvement and work with the service design team to drive those improvements.

Required Knowledge/Skills

• Proven track record in a competitive sales environment
• Bachelor's degree (BS / BA / Engineering) or equivalent qualification/experience
• 10–12 years of experience in the networking industry is a plus
• Pre-sales and service delivery experience
• Experience managing complex service solutions in a multi-vendor environment
• Proven track record of working with senior management
• SaaS business experience is a plus
• Ability to understand and manage service revenue and performance metrics
• Ability to negotiate complex service contracts
• Excellent communication and presentation skills
• Time management and prioritization skills under pressure
• ITIL certification is a plus
• Excellent interpersonal relationship-building skills
• Expertise/experience in any of the following industries is a plus: Enterprise, Education, Airports, Healthcare, Manufacturing
• Business-level oral and written communication skills in English
• Positive attitude, passion, and a strong drive for success
• High results orientation and sense of responsibility for sales outcomes
• Experience in human resources services, professional services, IT solutions, or project sales is a plus
• Travel is required for this position

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. 

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.