Territory Account Manager (Indonesia)

Extreme Networks; Indonesia; On-site; IDR 600,000,000 - 900,000,000; Full time

Job summary

Extreme Networks is seeking a Territory Account Manager for Indonesia to drive revenue growth, acquire new customers, and develop a robust partner ecosystem. You will own the territory plan, coordinate with cross-functional teams, and lead complex negotiations to close strategic deals.

You will build executive-level relationships with customers and distributors, manage forecasting, and coordinate GTM activities to expand market presence and recurring revenue opportunities.

Qualifications

• Bachelor's degree in Business, IT, 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 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.

Responsibilities

• Own and execute the territory business plan for Indonesia and achieve revenue, pipeline, and growth objectives.
• Lead end-to-end sales cycle from prospecting through close and develop strategic account plans.
• Coordinate resources across Systems Engineering, Services, Marketing, and Operations.
• Position Extreme's networking, security, cloud management, and AI-driven solutions in pursuit of revenue.
• Manage channel partnerships, drive joint business plans, and ensure partner compliance.

Skills

Enterprise tech sales

Channel sales

Direct customer relationships

Distributor/VAR experience

Networking/Cybersecurity/Cloud

Sales targets

Communication/Negotiation

C-level engagement

Education

Bachelor's degree in Business/IT/Engineering

Tools

Salesforce CRM

Job description

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.

Key Responsibilities

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

Equal Opportunity

Extreme Networks is committed to creating an inclusive workplace where diversity is valued and everyone has the opportunity to succeed. Employment decisions are based on qualifications, merit, business needs, and compliance with applicable local employment laws and regulations. We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses and identifying potential inconsistencies or verification signals in application materials based on available information. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.