Territory Account Manager
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Job Description
Territory Account Manager owning Indonesia revenue growth for Extreme Networks, a cloud-driven networking and security company. Managing direct sales, distributors, channel partners, forecasting, and strategic accounts.
Responsibilities:
- Own and execute the territory business plan for Indonesia
- Achieve quarterly and annual revenue, pipeline, and strategic growth objectives
- Identify whitespace opportunities and drive new customer acquisition
- Maintain accurate forecasting, opportunity management, and CRM discipline
- Develop executive-level relationships with customers, partners, and distributors
- 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 Networks' networking, security, cloud management, and AI-driven solutions
- Manage complex commercial negotiations and deal execution
- 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 while maintaining partner trust
- Hold partners accountable to mutually agreed performance objectives
- 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
- 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
Requirements:
- 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
- Experience within the networking, cybersecurity, cloud, or communications technology industry preferred
- Knowledge of the Indonesia enterprise, public sector, education, and commercial markets preferred
- Experience selling through both channel-led and direct-touch motions preferred
- Familiarity with Salesforce CRM and modern sales methodologies preferred
- Experience managing recurring revenue and subscription businesses preferred
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