Territory Account Manager (Indonesia)

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 Indonesia 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 Indonesia territory model that combines distributor, partner, and direct account responsibility into a single owner.

Territory Ownership

Own and execute the territory business plan for Indonesia

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 Indonesia 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