Territory Account Executive - New Zealand

About the Role

Extreme Networks is a trusted provider of comprehensive, cloud-driven networking solutions with over 50,000 clients worldwide. Renowned for excellent service and support, the company drives digital transformation globally and achieves consistent double-digit growth annually. Join this global leader with presence in multiple continents.

The Territory Account Executive for New Zealand is tasked with cultivating and expanding relationships with strategic, large-scale customers throughout the geographic region. This role demands meeting sales quotas, pursuing objectives within targeted vertical markets, and representing the complete range of company products and services. Leading account planning cycles and ensuring that client needs and expectations are fulfilled are core aspects of this position.

Primary Responsibilities

• Establish and nurture productive relationships with key stakeholders in designated verticals.
• Drive sales efforts by promoting and securing orders from both existing and potential customers via relationship-based selling techniques.
• Coordinate involvement of internal teams—including support, service, and management—to satisfy customer performance goals and expectations.
• Hit assigned targets for profitable sales volumes and strategic objectives within the territory.
• Lead a collaborative strategic account planning process outlining mutual objectives, financial goals, and milestones over one and three-year periods.
• Continuously assess, clarify, and validate customer requirements.
• Manage solution development by coordinating contributions from all relevant company personnel to meet customer needs.

Partner Engagement Responsibilities

• Develop business plans in partnership with channel partners, encompassing marketing efforts, training certifications, revenue targets, and regular performance reviews.
• Create growth strategies for existing partners emphasizing sales of new product lines and building a robust pipeline, leveraging marketing development funds.
• Identify and cultivate new high-potential partners currently offering competitive products, transitioning them to Extreme Networks offerings in wireless, networking, data center, and cloud solutions.
• Collaborate with distribution channels to ensure timely delivery of products, services, and results.

Accountability and Performance Metrics

• Forge and sustain productive business relations with existing and prospective customers to stimulate new business.
• Engage in phone and face-to-face presentations to grow customer base.
• Research potential customers to evaluate business opportunities.
• Prepare clear, compelling proposals and quotations.
• Resolve customer issues promptly and efficiently.
• Synchronize sales activities with marketing, management, logistics, finance, and technical teams.
• Analyze market potential and customer value within the territory.
• Manage customer value plans highlighting profiles, shares, and opportunity areas.
• Monitor competitor products and market trends for strategic planning.
• Optimize personal sales strategies to maximize time investment.
• Provide management with detailed reports on customer needs, competition, and new product potential.
• Stay informed about product applications, technical services, market shifts, and promotional trends.
• Participate in industry trade shows and conventions.
• Ensure accurate sales forecasts on a weekly basis.

Organizational Collaboration

• Reports directly to the ANZ Regional Director.
• Mobilize sales specialists, implementation teams, service teams, and management resources as required.
• Facilitate executive involvement with key customer management.
• Work closely with Channel Account Managers and Pre-Sales Engineers to ensure partner and customer satisfaction and resolve any issues.
• Maintain customer satisfaction levels at or above company standards.
• Complete all training and development milestones within assigned timelines.

Minimum Qualifications

• Bachelor’s degree in Computer Science, a related engineering discipline, or equivalent practical experience.
• A minimum of five years' experience in commercial software, storage, or networking engineering.

Work Conditions and Additional Information

• Role requires approximately 25% domestic travel, with occasional additional travel as necessary.
• Successful candidates must pass a background verification process.
• On-target earnings (OTE) are split 50/50 base and incentive, typically ranging between 270000 and 280000 NZD depending on experience and qualifications.

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