About Extreme Networks:
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.
Position Summary:
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, and serve as the primary business leader for Extreme Networks in the territory. The TAM will coordinate all aspects of sales execution, partner development, forecasting, and customer engagement to achieve sustainable growth and market expansion. This aligns with the approved Malaysia territory model that combines distributor, partner, and direct account responsibility into a single owner.
Key Responsibilities:
- 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.
- 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
- 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.
- 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
- Customer Focus
- Strategic Planning
- Channel Development
- Executive Presence
- Business Acumen
- Collaboration
- Accountability
- Problem Solving
- Forecasting Discipline
- Ownership Mentality
Territory Ownership
Account Management & Direct Sales
Channel & Distribution Management
Go-To-Market Execution
Operational Excellence
Required Qualifications
Preferred Qualifications:
Success Measures:
The successful Territory Account Manager will be evaluated on:
Core Competencies:
Equal Opportunity
Extreme Networks is committed to creating an inclusive workplace where diversity is valued and everyone has the opportunity to succeed. Employment decisions are based on qualifications, merit, business needs, and compliance with applicable local employment laws and regulations.
Skills Required
- Bachelor's degree in Business, Information Technology, Engineering, or a related field
- 7+ years of enterprise technology sales, channel sales, or account management experience
- Experience managing 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
- Experience within the networking, cybersecurity, cloud, or communications technology industry
- Knowledge of Malaysia enterprise, public sector, education, and commercial markets
- Experience selling through channel-led and direct-touch motions
- Familiarity with Salesforce CRM and modern sales methodologies
- Experience managing recurring revenue and subscription businesses
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.
-
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.
-
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.
-
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.
