DIR OF ENTERPRISE SALES (EAST)

About the role

Over 50,000 customers globally trust our end-to-end, cloud-driven networking solutions. They rely on our top-rated services and support to accelerate their digital transformation efforts and deliver unprecedented progress. With double-digit growth year over year, no provider is better positioned to deliver scalable outcomes than Extreme.

Inclusion is one of our core values and in our DNA. We are committed to fostering an inclusive workplace that embraces our differences and creates an atmosphere where all our employees thrive because of their differences, not in spite of them.

Become part of Something big with Extreme! As a global networking leader, learn why there's no better time to join the Extreme team.

About the role

What you will do (Job Specific Details on the nature of the job and responsibilities).

ENTERPRISE DIRECTOR - East

There has never been a better time to join Extreme, after three acquisitions extending our portfolio and go to market strategy, we have seen enormous opportunity and growth within the region. Aside from being a Technology Leader in the Gartner Magic Quadrant, we also adamantly promote an internal culture that truly embraces diversity, inclusion and equality in the workplace. Having Diversity and Inclusion as part of our core values and beliefs, we're proud to foster an environment where every Extreme employee can thrive because of their differences, not despite them.

The Enterprise Director will report to the Vice President Sales. The Enterprise Director is responsible for defining key enterprise sales opportunities across the assigned market and managing a high-performing enterprise sales team.

General Description and Overall Objectives

• Overall objective is to drive sales of Extreme's products and solutions to Enterprise customers within the assigned market.
• Assess, build and develop individual and team capability, ready to scale in support of Extreme's accelerated growth.
• Lead a team of Enterprise Account Executives and an extended team of Partner Account Managers and Systems Engineering counterparts to drive and support Extreme's Enterprise business within the assigned territory.
• Apply tactical and strategic go-to-market models aimed at expanding the Enterprise customer base in both the short and long term to drive higher revenue, customer growth and retention
• Develop Enterprise territory plans and quota assignments for the assigned geographic areas
• Model the "Extreme Way" as a key leader of the company
• Work with team to develop and build a pipeline of opportunities
• Accurately forecast monthly, quarterly and annual sales achievement
• Ensure that team is focused on selling based on value to customer, features, and function
• Represent Extreme at appropriate Enterprise customer forums and Executive Briefing visits

Key Organizational Relationships and Dependencies

• Vice President of Sales
• Peers across Enterprise Sales leadership to share best practices and resolve issues
• Extreme Business (Product) Group executives to stay plugged into product roadmaps and be able to leverage them or their teams in support of key sales opportunities
• Support Functions for strategic and operational support
• Enterprise channel partners as a source for selling and deploying Extreme's products and solutions
• Enterprise and Named Account senior leaders and decision-makers to build relationships that enable the team to articulate Extreme's value proposition and brand

Major Accountabilities

• Sales Achievement
• Manages customer satisfaction, is personally and ensures team is responsive to customer needs, quickly and thoroughly attends 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 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 seek 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 BA/BS degree from four-year College or university, MBA Preferred.
• Minimum 10 years of experience managing Enterprise sales teams focused on major and strategic 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 communications skills are necessary.
• Understand the business acumen necessary to sell in the Enterprise networking market
• Excellent presentation skills
• Ability to engage with executive audiences and position enterprise solutions effectively
• Enterprise customer identification, business analysis and research to uncover purchase motivators
• Ability to position Extreme products correctly and provide customer with a complete technological advancement story that solves specific business problems with a quantifiable result

Compensation

This role has a market-competitive compensation with an anticipated on target earnings range of 250,000 to 300,000 USD. The posted range reflects the amount Extreme Networks reasonably and in good faith expects to pay for this role upon hire. This range is set using objective, gender-neutral criteria based on skills, experience, responsibility, and working conditions. Actual compensation offered will depend on the selected candidate's experience, qualifications, skills, and work location. This role is also eligible for commission on a 50/50 split, and the full benefits package.

Benefits and Total Rewards

Extreme Networks offers a comprehensive benefits package. Specific benefits vary by country and may include:

• Medical, dental, and vision insurance
• Flexible work schedules and work-from-home opportunities where role permits
• Paid time off, including open time off in eligible markets and statutory leave in all markets
• Paid holidays in accordance with local practice
• Retirement savings programs, including 401(k) matching in the United States
• Employee Stock Purchase Program, where eligible
• Adoption assistance and fertility treatment support, where eligible
• Flexible spending accounts, where eligible
• Employee assistance program
• Tuition reimbursement, where eligible
• Life and disability insurance

Benefits eligibility is based on country of employment, role, and employment status. Complete benefits details will be provided during the interview process and in the formal offer of employment.

Qualifications

Basic Requirements and Preferred Qualifications for the job.

We encourage people from underrepresented groups to apply. Come Advance with us! Above and beyond discrimination/harassment based on "protected categories," Extreme Networks also strives to prevent other, subtler forms of inappropriate behavior (e.g., stereotyping) from ever gaining a foothold in our organization. Whether blatant or hidden, barriers to success have no place at Extreme Networks.

• We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses.
• These tools assist our recruitment team but do not replace human oversight.
• Final hiring decisions are ultimately made by humans.
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