Territory Account Executive-(NZ)

Territory Executive (NZ)

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.

Come become part of something big with us! We are a global leader, with hubs in Europe, North America, South America, Asia Pacific, and the Middle East.

The Territory Executive prospects, maintains and expands relationships with strategically important large customers. Assigned to all customers in a geographic region (NZ), the Territory Executive is responsible for achieving sales quota and assigned strategic vertical markets objectives. The Territory Executive represents the entire range of company products and services to assigned markets, while leading the customer account planning cycle and ensuring assigned markets needs and expectations are met by the company. 

The Territory Executive is responsible for Partner engagement in the assigned region, working closely with nominated Distributor/s to ensure strong alignment with key Partners.  Growing the Partner ecosystem is also a key priority.

The Territory Executive reports to the ANZ Regional Director.

Market and End Customer Engagement:

• Establishes productive, professional relationships with key personnel in assigned vertical markets.
• Promotes/sells/secures orders from existing and prospective customers through a relationship-based approach.
• Coordinates the involvement of company personnel, including support, service, and management resources, in order to meet performance objectives and customers’ expectations.
• Meets assigned targets for profitable sales volume and strategic objectives in assigned markets
• Proactively leads a joint company-strategic account planning process that develops mutual performance objectives, financial targets, and critical milestones for a one and three-year period.
• Proactively assesses, clarifies, and validates customer needs on an ongoing basis.
• Leads solution development efforts that best address customer needs, while coordinating the involvement of all necessary company personnel.

Partner Engagement: Essential Duties and Responsibilities

• Build business plans
  • collaborate with the partner to build a business plan that includes marketing activities, training certifications, current year revenue targets, forecasting, and metrics  to be reviewed regularly   
  • Develop existing channel
    • within your territory, create a growth plan for existing named/strategic partners that includes growing sales of new products, building a healthy pipeline using marketing development funds
    • Develop new partners
      • Find new high-quality partners in the territory that are currently selling  competitive products and develop them into Extreme partners selling Extreme wireless, networking,  data centre and cloud 
      • Distribution
      • • Work with distribution to ensure delivery of product, services & results in time.

Accountabilities and Performance Measures

 

• Establishes, develops and maintains business relationships with current customers and prospective customers in the assigned territory/market segment to generate new business for the organization’s products/services.
• Makes telephone calls and in-person visits and presentations to existing and prospective customers.
• Researches sources for developing prospective customers and for information to determine their potential.
• Develops clear and effective written proposals/quotations for current and prospective customers.
• Expedites the resolution of customer problems and complaints.
• Coordinates sales effort with marketing, sales management, accounting, logistics and technical service groups.
• Analyzes the territory/market’s potential and determines the value of existing and prospective customers’ value to the organization.
• Creates and manages a customer value plan for existing customers highlighting profile, share and value opportunities.
• Identifies advantages and compares competitors’ products/services.
• Plans and organizes personal sales strategy by maximizing the Return on Time Investment for the territory/segment.
• Provide management with oral and written reports on customer needs, problems, interests, competitive activities, and potential for new products and services.
• Keeps abreast of product applications, technical services, market conditions, competitive activities, advertising and promotional trends through the reading of pertinent literature and consulting with marketing and technical service areas.
• Participates in trade shows and conventions.
• Accurate weekly forecasts of sales figures.

Organizational Alignment

• Reports to the ANZ Regional Director.
• Enlists the support of sales specialists, implementation resources, service resources, and other sales and management resources as needed.
• Closely coordinates company executive involvement with customer management.
• Works closely with Channel Account Managers and Pre-Sales Engineers to ensure customer/business partner satisfaction and problem resolution.
• Maintains high customer satisfaction ratings that meet company standards
• Proactively assesses, clarifies, and validates customer needs on an ongoing basis.
• Leads solution development efforts that best address customer needs, while coordinating the involvement of all necessary company personnel.
• Completes required training and development objectives within the assigned time frame.

Minimum Qualifications

• BS degree in Computer Science or related engineering field or equivalent practical experience.
• 5 years of commercial software, storage or networking engineering experience.

Environmental Job Requirements and Working Conditions

• This position normally requires 25% time of domestic travel but at times a little more.
• All prospective employees must pass a background check.
OTE is on a 50/50 split and is based on qualifications and experience between 270-280K OTE.