Territory Account Manager (Malaysia)

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