Sr Account Executive - Northern UKI Public Sector in Birmingham

About Us

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. We believe in “walking the walk” of our strong core values, which enable us to advance successfully together. Diversity and inclusion are vital parts of our values and beliefs, and we’re proud to foster an environment where every Extreme employee can thrive. Become part of Something big with Extreme! As a global networking leader, learn why there’s no better time to join the Extreme team.

Role Overview

The role will involve working the Northern Public Sector Territory and executing a plan (that you will produce) to develop both the relationship and pipeline with end-user customers and partners to the benefit of Extreme Networks, bringing to bear the resources of both the appropriate partner and the company. This will involve engaging with both new business and existing customers to achieve an annual quota. Extreme Networks has tremendous potential in the Public Sector and many reference customers in region that the candidate will be able to leverage to further their Territory Plan. Furthermore, the area has a well-established partner base to leverage and expand Extreme Networks area of influence in the end user customer base. We are experiencing significant growth across these sectors and seeking the appropriate individual to maximize the opportunity.

Essential Duties and Responsibilities

• Identify and deliver mid-term pipeline and close ‘won’ business according to targets
• Build business plans and marketing activity plans with the UKI Leadership team & regional channel partners to achieve revenue targets
• Coordinate contract negotiations between Extreme Networks and partner if needed
• Support partner’s sales planning and sales activity
• Understand and communicate Extreme service model to ensure clean after sales process and customer/partner satisfaction on long term basis

Qualifications

• Successful apprenticeship or/and university degree in an economic/business related topic
• 5-10 years of sales experience in the network infrastructure arena
• Successfully managed Northern UK&I Public Sector region from Midlands to Scotland; primary vertical expertise across Healthcare, Local Government, Government, Blue Light, and sectors key requirement and evidence of customer relationships CXO & IT Decision makers.
• Evidence of managing a large territory region will be important.
• Demonstrated success, with a track record of consistent sales (performing according to plan and forecast) while developing and maintaining large territories
• A strong background and ability in developing new customer acquisition (including cold calling) within a “green” field territory as well as maintaining longer term accounts
• The ability to speak intelligently about Cloud SaaS, Data Networking, SDN, Virtualization, Security, Orchestration, AI Driven Networking, Server/Storage considerations will be a large part of the interaction with customers and partners
• Exceptional influencing skills, ability to communicate at all levels and exude a positive attitude and high energy to achieve maximum results
• Recognized ability to produce high quality results working independently (high level of self-motivation needed) in a region with limited local support infrastructure.
• Good organization skills required!
• Proven time management ability and prioritization skills beneficial
• Prior experience in the establishment of a remote sales site in a home office mode is desired
• The optimistic entrepreneurial candidate needs to show confidence and enthusiastic identification with his/her opportunity to win partner trust – having the ability to “think purple” and “sell through” the dominance of a market leader in some situations.
• An experienced background or strong skill set in transmitting advanced technology differentiators into channel partner and customer benefits aligned with their business model and demands – Solution Selling, Outcome Based selling & conversant with the MEDDPICC Sales Process.