Sr. Services Sales Account Executive -Tokyo - 10075

This is a key and significant business role for Extreme Networks, which requires collaboration with internal and external teams. The main focus point needs to be the end-user/customer, but business transactions will go through the channel, as we are a channel-driven company. Ideal candidates will be those with a background in Services Sales Engineering who want to hone their sales skills and transition into a Services Account Management role. The key task is to showcase our new platform and its capabilities to existing & new customers, positioning the value and supporting their migration to the new platform. The candidate will work with country teams to provide service solutions in a range of verticals from Extreme Networks’ portfolio. They will develop the role of a ‘Trusted provider’ for customers and channel partners. They must drive the Service Solutions Pipeline and mindshare with existing and new customers. Customer coverage will be across Japan.

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, considering Professional Services and Premier Services; Program Manage customers from Lead Generation through sales to onboarding of the service; Provide end-to-end post-sales support to senior management within channel partners and end user organizations as required; 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, Extreme Capital offerings and Professional Services to 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

Requirements

Ability and flexibility to respond to customer issues and queries promptly; Services Sales Engineers who want to hone their sales skills and move to a Services Account Management role, or Service Sales with a good grasp of complex technical issues; Passion for the Services business; Ability to work autonomously; Proven influencer and negotiator; Customer and partner driven; Results-oriented; Ability to multi-task; Self-motivated; Manage the business for the assigned region professionally; Experience in selling Services to large and medium organizations; Ability to translate Extreme's technical offerings into business-friendly pitches; Ability to work with a high degree of independent action whilst complying with standard practices; Self-motivated, willing to learn, highly collaborative and open to new ways of working; Creative in looking for efficiency and services improvement; Ability to assist in identifying process improvements and drive these through core services design teams; Proven track record in a competitive sales environment; Significant demonstrable Pre-sales & Delivery experience; Experience in managing complex service solutions within a multi-vendor environment; A track record of working at all levels of senior management; Understanding & Tracking of Service Sales & Performance metrics; Ability to negotiate complex service contracts; Excellent communications and presentation skills; Effective time management and task prioritization when under pressure; Ability to build and develop excellent relationships; Strong verbal and written skills; business fluent in English; Great attitude, passion, and drive to be successful; High-energy and competitive nature that seeks results and personal accountability for sales; Travel will be an essential component of the role

Nice to have

Experience in Service Delivery; BS/BA/Engr Degree or equivalent qualification/experience (10-12) in networking; Experience in SAAS business; ITIL Certification; Industry domain expertise and experience in at least one of: Enterprise, Education/Academia, Airports, Hospitals, Manufacturing; Experience selling staffing solutions, professional services, IT solutions, and/or projects; Past delivery experience