Territory Account Manager

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.

Job Description

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

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:

Territory Ownership

• 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.

Account Management & Direct Sales

• 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.

Channel & Distribution Management

• 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.

Go-To-Market Execution

• 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.

Operational Excellence

• 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.

Required Qualifications

• 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

Preferred Qualifications:

• 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.

Success Measures:

The successful Territory Account Manager will be evaluated on:

• 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

Core Competencies:

• Customer Focus
• Strategic Planning
• Channel Development
• Executive Presence
• Business Acumen
• Collaboration
• Accountability
• Problem Solving
• Forecasting Discipline
• Ownership Mentality

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.

Equal Employment Opportunity

Extreme Networks, Inc. is an Equal Opportunity Employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran. We are committed to taking affirmative action to employ and advance in employment qualified protected veterans, including disabled veterans, recently separated veterans, active-duty wartime or campaign badge veterans, and Armed Forces service medal veterans.

Extreme Networks also strives to prevent other, subtler forms of inappropriate behavior (for example, stereotyping) from ever gaining a foothold in our organization. Whether blatant or hidden, barriers to success have no place at Extreme Networks. We encourage people from underrepresented groups to apply.

Fair chance and background checks

Extreme Networks will consider qualified applicants with criminal histories in a manner consistent with the California Fair Chance Act, Los Angeles Fair Chance Initiative for Hiring Ordinance, Los Angeles County Fair Chance Ordinance for Employers, Philadelphia Fair Criminal Record Screening Standards Ordinance, Illinois Human Rights Act, Cook County Human Rights Ordinance, Seattle Fair Chance Employment Ordinance, and the San Francisco Fair Chance Ordinance. An applicant's conviction history will not be considered until after a conditional offer of employment has been made. Following any individualized assessment, applicants will be provided with the opportunity to respond before any adverse action is taken.

Extreme Networks does not seek salary history information from applicants and will not rely on salary history in determining whether to offer employment or in setting compensation.

Reasonable accommodation

Extreme Networks is committed to providing reasonable accommodations to qualified applicants with disabilities throughout the application, interview, and hiring process. If you require a reasonable accommodation to participate in the application or interview process, please contact [insert contact email and phone]. All requests will be handled confidentially.

Use of artificial intelligence in hiring

Extreme Networks 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 judgment. Final hiring decisions are made by humans. Applicants have the right to request human review of any automated decision affecting their candidacy and to request information about how their personal data is processed. To exercise these rights, please contact [insert contact email].

Data privacy

Personal data provided during the application process will be processed in accordance with Extreme Networks' Candidate Privacy Notice, which is available at https://www.extremenetworks.com/about-extreme-networks/company/legal/privacy-and-cookies-policy. For applicants in the European Economic Area, United Kingdom, and other jurisdictions with comparable data protection laws, the Candidate Privacy Notice describes your rights regarding your personal data.

Job Description Summary

Qualifications

Basic Requirements and Preferred Qualifications for the job.

English

We encourage people from underrepresented groups to apply. Come Advance with us! In keeping with our values, no employee or applicant will face discrimination/harassment based on: race, color, ancestry, national origin, religion, age, gender, marital domestic partner status, sexual orientation, gender identity, disability status, or veteran status. 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. If you would like more information about how your data is processed —or to exercise any applicable privacy rights—please contact us at [email protected].

Our full privacy statement is available here:Privacy Statement