SENIOR ACCOUNT EXECUTIVE

Role location: Bengaluru / Karnataka focused territory    |    Function: Sales    |    Territory: Karnataka, India South

Executive Positioning

This 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 Glance

About Extreme Networks

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.

Key Responsibilities

• 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.

What Good Looks Like in the First 12 Months

Ideal Candidate Profile

• 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.

Candidate Differentiators

• 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.

Why Join Extreme Networks India

• 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.