Account Executive, India South | Karnataka Region
Customer-facing enterprise seller with acquisition, major account and partner-led growth accountability
Role location: Bengaluru / Karnataka focused territory | Function: Sales | Territory: Karnataka, India South
Executive PositioningThis role is designed for a senior, high-ownership Account Executive who can create direct customer demand, expand strategic accounts, and convert partner influence into qualified acquisition pipeline and revenue. The successful candidate will be comfortable engaging CIO, CISO, CTO, infrastructure, network, procurement and business stakeholders across enterprise accounts, while using partners selectively to scale reach, accelerate access and execute territory plays.
Role Mandate at a GlanceTerritory ownership
Customer-facing priority
Partner motion
Growth mandate
Karnataka region with focus on Bengaluru-led enterprise and public sector opportunities
Direct CXO and IT decision-maker relationships; major account coverage and expansion
~20% of time with SI, MSP, consultant and channel partners to unlock access and execution
Build acquisition pipeline, land new logos, expand subscriptions and drive revenue predictability
Extreme Networks (NASDAQ: EXTR) is a global leader in cloud networking. We help enterprises drive digital transformation with AI-powered, cloud-managed solutions that are secure, scalable and simple to operate. Our platform-led approach helps customers simplify operations, improve resilience and deliver better connected experiences across campuses, branches, data centres and distributed environments.
Business Mandate- Acquire new logos: Create and convert net-new opportunities in priority Karnataka accounts through direct customer engagement, executive mapping and disciplined qualification.
- Grow major accounts: Expand within named and strategic accounts by identifying refresh, cloud, fabric, switching, wireless, SD-WAN, services and subscription opportunities.
- Lead customer-first selling: Own the value narrative with customers, quantify business impact, and position Extreme as a strategic networking partner rather than a point-product vendor.
- Activate the partner ecosystem: Spend approximately 20% of time with selected partners to build joint account plans, influence consultants/SIs/MSPs, and create partner-sourced or partner-assisted pipeline.
- Drive forecast discipline: Maintain accurate pipeline hygiene, next-step discipline, close plans, MEDDPICC qualification and predictable revenue conversion.
- Territory and account ownership: Own Karnataka territory coverage, account segmentation, white-space mapping, pipeline creation and quarterly execution plan.
- Direct customer relationships: Build trusted relationships with CIOs, CISOs, CTOs, heads of infrastructure/networking, procurement leaders and business sponsors.
- Acquisition pipeline: Develop new-logo opportunities through account research, business issue discovery, executive outreach, reference selling and value-led proposals.
- Major account management: Manage large, complex accounts with multi-threaded stakeholder plans, competitive displacement strategies, renewal/refresh motions and expansion plays.
- Solution selling: Position ExtremeCloud IQ, Platform ONE, switching, wireless, SD-WAN, fabric, services and support offerings around customer outcomes such as resilience, simplicity, security, operational efficiency and user experience.
- Partner-led execution: Work with strategic partners for account access, consultant influence, demand generation, commercial closure and implementation alignment, without losing direct customer ownership.
- Deal leadership: Lead qualification, commercial strategy, proof points, executive alignment, proposal development, negotiation support and close planning for strategic deals.
- Internal collaboration: Collaborate with Partner Account Managers, Systems Engineers, Marketing, Distribution and Leadership to execute focused GTM plays.
- Forecast and governance: Maintain clean CRM hygiene, accurate forecast categories, mutual close plans, risk visibility and weekly deal progression discipline.
- Customer success orientation: Ensure smooth handover to post-sales teams, maintain customer advocacy, and identify expansion opportunities through adoption and satisfaction.
First 90 days
First 6 months
First 12 months
Build territory plan, prioritised account list, partner map, active pipeline view and top opportunity inspection cadence.
Create qualified acquisition pipeline, multi-thread top accounts and run joint GTM motions with selected partners.
Deliver revenue outcomes, predictable forecast, major account expansion, customer references and repeatable Karnataka acquisition engine.
- 10–15 years of B2B technology sales experience, preferably in networking, cloud, cybersecurity, infrastructure, SaaS or managed services.
- Proven history of hunting, opening new enterprise accounts, closing large/complex deals and exceeding quota.
- Strong existing customer relationships across Karnataka, especially Bengaluru enterprise accounts, technology-led organisations, manufacturing, education, healthcare, BFSI, public sector or large commercial customers.
- Demonstrated ability to manage major accounts while also creating new acquisition opportunities.
- Ability to sell directly to customers while orchestrating partners, consultants and system integrators when they improve reach or execution.
- Strong consultative selling, storytelling, commercial acumen and executive communication skills.
- Comfort with MEDDIC/MEDDPICC or similar sales qualification methodology.
- High ownership mindset, strong collaboration skills, forecast discipline and willingness to operate with urgency in a performance-driven environment.
- Bachelor’s degree in business, technology or a related field preferred.
- Has created acquisition pipeline from scratch in a competitive territory, not only inherited existing accounts.
- Can articulate business value, ROI and risk mitigation to both technical and commercial stakeholders.
- Has experience in competitor displacement, refresh cycles, large RFP/Tender management and procurement-led negotiations.
- Understands partner economics, deal registration, SI influence, distribution motion and consultant-led selling in India.
- Brings credibility with enterprise customers and can engage independently at senior levels.
- Join a fast-growing India business with strong leadership visibility and an opportunity to shape the Karnataka growth engine.
- Sell AI-driven, cloud-first networking solutions across switching, wireless, SD-WAN, fabric, services and subscriptions.
- Operate in a performance-driven, customer-first and partner-enabled culture where ownership and execution are valued.
- Work with global support, regional leadership, proven solutions and a strong platform story for enterprise transformation.
Skills Required
- 10-15 years of B2B technology sales experience (networking, cloud, cybersecurity, infrastructure, SaaS, or managed services)
- Proven history of hunting, opening new enterprise accounts, closing large/complex deals and exceeding quota
- Strong existing customer relationships across Karnataka, especially Bengaluru enterprise accounts
- Ability to manage major accounts while creating new acquisition opportunities
- Ability to sell directly to customers while orchestrating partners, consultants and system integrators
- Strong consultative selling, storytelling, commercial acumen and executive communication skills
- Comfort with MEDDIC/MEDDPICC or similar sales qualification methodology
- Forecast discipline, CRM hygiene and weekly deal progression governance
- High ownership mindset, collaboration skills and urgency in a performance-driven environment
- Experience creating acquisition pipeline from scratch, competitor displacement, large RFP/tender and procurement negotiation experience
- Experience or familiarity selling ExtremeCloud IQ, Platform ONE, switching, wireless, SD-WAN, fabric, services and subscriptions
- Bachelor's degree in business, technology or a related field
Extreme Networks Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Extreme Networks and has not been reviewed or approved by Extreme Networks.
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Flexible Benefits — Flexible work options and time‑off policies are emphasized through a 'Flex First' model with remote/hybrid choices and flexible or unlimited PTO. Wellness programs, volunteer time, and family leave round out a broad, adaptable package.
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Healthcare Strength — Healthcare coverage is positioned as comprehensive, including medical, dental, vision, mental health, and HSA eligibility. U.S. high‑deductible plans include a company HSA contribution, strengthening the financial value of coverage.
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Equity Value & Accessibility — Equity participation is accessible via RSUs and an ESPP that enables discounted stock purchases. Variable pay and equity components can materially lift total compensation when business performance is strong.
Extreme Networks Insights
What We Do
Extreme Networks, Inc. (EXTR) is a leader in cloud networking focused on delivering services that connect devices, applications, and people in new ways. We push the boundaries of technology leveraging the powers of machine learning, artificial intelligence, analytics, and automation. 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. For more information, visit Extreme's website or follow us on Twitter, LinkedIn, and Facebook.
