SlipstreamJobs tracks this role from the company's public career site. Apply directly on the employer's site.
Extreme Networks is seeking a Territory Account Manager for Malaysia to own and drive the overall business performance of the assigned territory. This hybrid role combines strategic account executive and channel manager responsibilities, with ownership of revenue growth through distributors, channel partners, and direct customer engagement.
Key Responsibilities:
Territory Ownership: Own and execute the territory business plan for Malaysia, achieving quarterly and annual revenue, pipeline, and strategic growth objectives. Identify whitespace opportunities and drive new customer acquisition while maintaining accurate forecasting and CRM discipline. Develop executive-level relationships with customers, partners, and distributors.
Account Management & Direct Sales: Lead the end-to-end sales cycle from prospecting through close. Develop account plans for strategic and high-growth customers. Coordinate resources across Systems Engineering, Services, Marketing, Customer Success, and Operations. Position Extreme's networking, security, cloud management, and AI-driven solutions. Manage complex commercial negotiations and deal execution.
Channel & Distribution Management: Recruit, develop, and enable strategic channel partners. Build joint business plans with distributors and key partners. Drive partner-led pipeline generation and business development activities. Ensure partner compliance with Extreme programs and policies. Resolve channel conflicts professionally while maintaining partner trust and holding partners accountable to mutually agreed performance objectives.
Go-To-Market Execution: Coordinate marketing campaigns, customer events, and partner activities. Drive adoption of new products, solutions, and services. Promote professional services, premium services, education services, subscriptions, and recurring revenue offerings. Collaborate with regional teams to maximize market coverage and growth.
Operational Excellence: Maintain accurate opportunity management and forecasting. Ensure compliance with corporate policies, local regulations, and business conduct requirements. Provide regular business reviews and territory updates. Manage territory investments effectively to maximize return.
Success will be measured on revenue attainment, pipeline growth, forecast accuracy, new customer acquisition, partner productivity, distributor performance, customer retention and expansion, adoption of strategic solutions and recurring revenue offerings, and compliance with company processes and policies.
Required Qualifications:
- Bachelor's degree in Business, Information Technology, Engineering, or related field
- 7+ years of enterprise technology sales, channel sales, or account management experience
- Proven experience managing both direct customer relationships and channel ecosystems
- Experience working with distributors, VARs, system integrators, service providers, or managed service partners
- Strong understanding of enterprise networking, cybersecurity, cloud, or infrastructure solutions
- Track record of achieving and exceeding sales targets
- Excellent communication, presentation, and negotiation skills
- Ability to engage effectively with C-level executives and senior decision-makers
Preferred Qualifications:
- Experience within the networking, cybersecurity, cloud, or communications technology industry
- Knowledge of the Malaysia enterprise, public sector, education, and commercial markets
- Experience selling through both channel-led and direct-touch motions
- Familiarity with Salesforce CRM and modern sales methodologies
- Experience managing recurring revenue and subscription businesses
