Regional Sales Director Benelux
Extreme Networks, Inc. (EXTR) is a software and service led solutions company with advanced networking technology solutions and platforms. Extreme Networks offers award-winning customer support and has achieved one of the highest Net Promoter Scores in the industry.
Extreme Networks is headquartered in NC and has more than 14,000 customers in over 80 countries. For more information, visit Extreme's website.
The Regional Sales Director Benelux will report to the Senior Vice President Sales EMEA. The Regional Sales Director is responsible for working across the region to define go-to-market strategy, key sales opportunities and managing a high performing sales team.
Responsible for setting and executing the company’s strategy for the assigned sub region Benelux. The Regional Sales Director is responsible for the sales team (Account Executives and Senior Account Executives) with regard to the sales objectives, sets and drives channels strategy with the Channel team, and overlooks all activities with Presales, Marketing, Services, PR, Operations, and other in country supporting teams.
GENERAL DESCRIPTION AND OVERALL OBJECTIVES
Overall objective is to drive sales of Extreme's products, services and solutions to customers in the region. Assess, build and develop individual and team capability, ready to scale in support of Extreme's accelerated growth. The current team across sales, channels, presales, operations and supports is a small but focused team of around 25 people however only the sales team reports to the Regional Director directly, the other functions have an indirect reporting only. The RSD will set up for accelerated growth and growing the team as a result of that. Lead a team of Account Managers and Systems Engineering counterparts to drive and support Extreme's business within the assigned geography. Apply both tactical and strategic go to market models aimed at growing the customer base both in the short and long terms to drive higher revenues, customer growth and customer retention. Develop territory plans and quota assignment for 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. Assess larger opportunities using MEDDPICC sales methodology. Accurately forecast monthly, quarterly and annual sales achievement using Salesforce and Clari. Ensure that team is focused on selling based on value to customer, features, and function Represent Extreme at appropriate customer forums or at Executive Briefing visits.
KEY ORGANIZATIONAL RELATIONSHIPS AND DEPENDENCIES
Senior Vice President of Sales and Service. Peer to RSDs 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. Regional channel partners and distributors as source for both selling and deploying Extreme's products and solutions. Global and Named account senior leaders/decision makers to build the relationships that allow the team to articulate Extreme's value proposition and brand.
MAJOR ACCOUNTABILITIES
Sales Achievement to plan. Manages customer satisfaction, and ensures team is responsive to customer needs, quickly and thoroughly attends to escalations. Drive going “High & Wide” into the larger accounts, incl performing executive briefing visits. 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.
LEDAERSHIP 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. Strategic thinking: Develops and drives the overall sales go-to-market strategy.
BACKGROUND REQUIREMENTS:
Applicants must have BA/BS degree from four-year College or university, MBA Preferred. Extensive experience managing regional sales teams focu