About this role
Key Responsibilities:
Territory Ownership
- Own and execute the territory business plan for Malaysia.
- Achieve quarterly and annual revenue, pipeline, and strategic growth objectives.
- Identify whitespace opportunities and drive new customer acquisition.
- Maintain 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.
- Hold 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.
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.
Success Measures:
The successful Territory Account Manager will be evaluated 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
- Compliance with company processes and policies
Core Competencies:
- Customer Focus
- Strategic Planning
- Channel Development
- Executive Presence
- Business Acumen
- Collaboration
- Accountability
- Problem Solving
- Forecasting Discipline
- Ownership Mentality