Director of Sales - SLED Northeast
Company: Extreme Networks, Inc.
Location: New York
Posted on: October 20, 2024
Job Description:
Extreme Networks Named to Computerworld's 2023 List of Best
Places to Work in IT!Over 50,000 customers globally trust our
end-to-end, cloud-driven networking solutions and rely on our
top-rated services and support to accelerate their digital
transformation efforts and deliver progress like never before. With
double-digit growth year over year, no provider is better
positioned to deliver better outcomes at scale than Extreme.We
believe in "walking the walk" of our strong core values which
enable us to successfully advance together. Diversity and Inclusion
is a vital part of our values and beliefs, and we're proud to
foster an environment where every Extreme employee can thrive.Come
become part of something big with us! We are a global leader, with
hubs in North America, South America, Asia Pacific, Europe, and the
Middle East.The Director of SLED Sales in the Northeast will report
to the Vice President SLED Sales US & Canada. The Regional Sales
Director is responsible for working across the region to define key
sales opportunities and managing a high-performing sales
team.GENERAL DESCRIPTION AND OVERALL OBJECTIVES
- Overall objective is to drive sales of Extreme's products,
services, and solutions to Enterprise customers in the region.
- Assess, build and develop individual and team capability, ready
to scale in support of Extreme's accelerated growth.
- Lead a team of Account Managers and extended team of Partner
Account Managers and Systems Engineering counterparts to drive and
support Extreme's business within the assigned geography.
- Apply both tactical and strategic go-to-market models aimed at
growing the customer base both in the short and long terms to drive
higher revenues, customer growth, and customer retention.
- Develop territory plans and quota assignment for assigned
Southern U.S. geographic areas.
- Model the "Extreme Way" as a key leader of the company.
- Work with the team to develop and build a pipeline of
opportunities.
- Accurately forecast monthly, quarterly, and annual sales
achievement.
- Ensure that the team is focused on selling based on value to
customer, features, and function.
- Represent Extreme at appropriate customer forums or at
Executive Briefing visits.KEY ORGANIZATIONAL RELATIONSHIPS AND
DEPENDENCIES
- Vice President of Sales and Service.
- Peer to RSDs to share best practices and resolve issues.
- Extreme Business (Product) Group executives to stay plugged
into product roadmaps and leverage them or their teams in support
of key sales opportunities.
- Support Functions for strategic and operational support.
- Regional channel partners as sources for both selling and
deploying Extreme's products and solutions.
- Global and Named account senior leaders/decision makers to
build the relationships that allow the team to articulate Extreme's
value proposition and brand.MAJOR ACCOUNTABILITIES
- Sales Achievement.
- Manage customer satisfaction, ensuring the team is responsive
to customer needs, quickly and thoroughly attending to
escalations.
- Accountable for developing and managing within budget.
- Accountable for effective utilization and development of
assigned staff, including succession plan.
- Accountable for developing three-year, one-year, and quarterly
plans.
- Retention and development of key talent.KEY PERFORMANCE
MEASURES
- Sales achievement to plan.
- Accurate forecasting.
- Deal size.
- Sales cycle time, lead to closure.
- Executive briefing visits hosted by region.
- Quickly and thoroughly attend to escalations.LEADERSHIP
SKILLS
- Puts the Customer First: Has a relentless focus on the
customer. Understands what the customer wants and how to best
deliver the experience.
- Works Well with Others: Listens and communicates well with
others within and outside of the company. Creates a team
environment that is positive and productive.
- Leads Courageously: Takes personal responsibility to do the
right thing, and persists in times of challenge or uncertainty.
Adapts quickly to change and makes timely, thoughtful
decisions.
- Develops Continuously: Continuously seeks opportunities to
improve self and others. Leads with trust, honesty, and commitment
to hire, coach, and develop partners to achieve their
potential.
- Achieves Results: Understands what drives overall business
success and is accountable to prioritize and deliver quality
results. Demonstrates knowledge of core products and processes to
get results. Anticipates obstacles and takes action to prevent or
minimize their impact.BACKGROUND REQUIREMENTS
- Applicants must have a BA/BS degree from a four-year college or
university; MBA preferred.
- Minimum 10 years experience managing regional sales teams
focusing on major accounts.
- Strong candidates will possess a background in a networking
sales environment.
- Must be able to relate to all levels of management and
employees with ease and enthusiasm.
- Excellent oral/written communication skills are necessary.
- Understand the business acumen necessary to sell in the
enterprise network space.
- Excellent presentation skills.
- Strong background in SLED.
- Ability to interact with and deliver solutions to an executive
audience.
- Customer identification, business analysis, and research to
uncover product purchase motivators.
- Ability to position Extreme products correctly and provide
customers with a complete technological advancement story that
solves specific business problems with a quantifiable
result.Salary: Based on experience 200-300K on a 50/50 split.
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Keywords: Extreme Networks, Inc., Hoboken , Director of Sales - SLED Northeast, Sales , New York, New Jersey
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