Senior Account Executive

Overview

Senior Account Executive for the Karnataka region of India South, responsible for direct enterprise sales, acquisition of new logos, major account expansion and partner-led execution of cloud networking solutions.

What you'll do

• Own the Karnataka territory coverage, account segmentation, white-space mapping, pipeline creation and quarterly execution plan.
• Build trusted relationships with CIOs, CISOs, CTOs, heads of infrastructure/networking, procurement leaders and business sponsors.
• Develop new-logo opportunities through account research, business issue discovery, executive outreach, reference selling and value-led proposals.
• Manage large, complex accounts with multi-threaded stakeholder plans, competitive displacement strategies, renewal/refresh motions and expansion plays.
• Position ExtremeCloud IQ, Platform ONE, switching, wireless, SD-WAN, fabric, services and support offerings around customer outcomes such as resilience, simplicity, security, operational efficiency and user experience.
• Work with strategic partners for account access, consultant influence, demand generation, commercial closure and implementation alignment, without losing direct customer ownership.
• Lead qualification, commercial strategy, proof points, executive alignment, proposal development, negotiation support and close planning for strategic deals.
• Collaborate with Partner Account Managers, Systems Engineers, Marketing, Distribution and Leadership to execute focused GTM plays.
• Maintain clean CRM hygiene, accurate forecast categories, mutual close plans, risk visibility and weekly deal progression discipline.
• Ensure smooth handover to post-sales teams, maintain customer advocacy, and identify expansion opportunities through adoption and satisfaction.

What you'll need

• 10–15 years of B2B technology sales experience.
• Proven history of hunting, opening new enterprise accounts, closing large/complex deals and exceeding quota.
• Strong existing customer relationships across Karnataka, especially Bengaluru enterprise accounts, technology-led organisations, manufacturing, education, healthcare, BFSI, public sector or large commercial customers.
• Demonstrated ability to manage major accounts while also creating new acquisition opportunities.
• Ability to sell directly to customers while orchestrating partners, consultants and system integrators when they improve reach or execution.
• Strong consultative selling, storytelling, commercial acumen and executive communication skills.
• Comfort with MEDDIC/MEDDPICC or similar sales qualification methodology.
• High ownership mindset, strong collaboration skills, forecast discipline and willingness to operate with urgency in a performance-driven environment.

Nice to have

• Preferably in networking, cloud, cybersecurity, infrastructure, SaaS or managed services.
• Bachelor's degree in business, technology or a related field.

Details

• Location: Bengaluru / Karnataka focused territory.
• Territory: Karnataka, India South.
• Function: Sales.
• Spend approximately 20% of time with selected partners (SI, MSP, consultant and channel partners).