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.
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Services Account Manager
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.
The successful candidate will work with external management teams to provide competitively advantageous service solutions into a range of verticals from the Extreme Networks portfolio. 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 existing and new customers.
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, in-person 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.
Focus on providing end-to-end management and support through pre-sales to post sales for Key services solutions accounts
Provide end-to-end post-sales support to senior management within channel partners and end user organizations
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 and Extreme Capital offerings and 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
PERSONAL SKILLS:
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 Service Account Executive must have a good grasp of complex technical issues although it is not required to have an engineering qualification. They will be required to translate Extreme’s technical 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.
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