[Hiring] Territory Account Manager @Extreme Networks

Role Description

The Territory Account Manager (TAM) is responsible for the overall business performance of the assigned Malaysia territory. This role combines the responsibilities of a strategic Account Executive and Channel Manager, owning revenue growth through distributors, channel partners, and direct customer engagement.

The successful candidate will:

• Develop and execute the territory strategy.
• Build strong relationships with customers and partners.
• Drive pipeline creation and revenue attainment.
• Serve as the primary business leader for Extreme Networks in the territory.
• Coordinate all aspects of sales execution, partner development, forecasting, and customer engagement.

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.

Requirements

• 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.
• 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.
• 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.
• 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.
• 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.

Company Description

Extreme Networks is a global leader in cloud-driven networking, helping organizations connect devices, applications, and users through innovative wired, wireless, and network security solutions. We believe in transparency, accountability, innovation, inclusion, and customer success.