Extreme Networks

• Prospecting and develop new, exciting business relationships within our existing customer base + prospects. • Utilize your Solutions Sales expertise to prospect and capture new business while growing the existing install base. • Understand each customer's needs to provide real, effective solutions. • Responsible for attaining 100% or more of set sales quota each quarter and executing corporate initiatives. • Provide in-depth business planning and reporting (monthly forecast, weekly commit, pipeline development, etc. • Develop strong, mutually beneficial relationships with channel partners within the territory and across the company focusing on SLED Accounts • Speak confidentially to our comprehensive solution of end-to-end Wired / Wireless Data Networking; Network -Management and Security solutions, growing revenue and profit margins within the assigned territory achieving properly aligned quotas. • Develop strong, mutually beneficial relationships with cross functional teams within the territory and across the company focusing on SLED Accounts • A knowledge of Erate funding and the Erate sales process • Presenting and demonstrating the value of products and services to prospective buyers • Staying current on company offerings and industry trends • Making cold calls and reaching out to prospects + existing customers

Title: Senior Full Stack Developer – Generative AI & Autonomous Agents (10036) Toronto, Canada - Hybrid Location: Toronto, Canada Workplace: hybrid Category: Engineering Job Description: We are seeking an experienced Senior Full Stack Developer with deep expertise in backend systems (Java, Python, microservices) and modern UI frameworks (Angular, React) to join our high-performing agile team. This role focuses on building robust, scalable, and user-friendly end-to-end solutions for GenAI applications, combining cutting-edge backend services with intuitive front-end experiences. Key Responsibilities - Full Stack Development: - Design, implement, and optimizeend-to-end solutions for GenAI applications, from backend services to user-facing interfaces. - Build modular and reusable UI components in Angular and React, ensuring responsive and accessible interfaces. - Develop and optimize backend services and APIs (REST, GraphQL, gRPC) to support real-time AI-driven applications. - Backend Engineering: - Architect and maintaindistributed microservices (synchronous and asynchronous) using Java, Python, and FastAPI. - Integrate ML models into scalable, production-ready systems in collaboration with ML engineers and scientists. - Manage workflow orchestration with DAGs and asynchronous task queues. - Implement automated testing, CI/CD pipelines, containerization (Docker, Kubernetes), and cloud-native deployments (AWS, Azure, GCP). - Ensure security, performance optimization, and fault tolerance in backend systems. - Frontend Engineering: - Collaborate with UX and product teams to create human-in-the-loop AI experiences with Angular and React. - Implement robust state management (Redux, NgRx, or equivalent) for real-time, data-intensive applications. - Optimize rendering, bundle size, and performance for enterprise-scale UIs. - Lead UI testing (Jest, Cypress, Playwright, Jasmine, Karma) to maintain quality and reliability. - Collaboration & Leadership: - Work closely with cross-functional teams to deliver cohesive GenAI-powered products. - Mentor junior developers, promote coding standards, and drive best practices across front-end and back-end development. - Communicate effectively with technical and non-technical stakeholders, ensuring transparency and alignment. Qualifications - 10+ years of professional experience as a full stack or combined backend/frontend engineer. - Backend expertise: Strong skills in Java and Python, with experience in microservices and distributed systems. Deep knowledge of FastAPI, OpenAPI, gRPC, and asynchronous workflows. Proficiency with SQL and NoSQL databases, distributed computing (Kafka, Redis, RabbitMQ), and performance optimization. - Frontend expertise: Expert-level experience with Angular and React, including TypeScript, JavaScript (ES6+), HTML5, CSS3/SASS. Strong grasp of state management frameworks (Redux, NgRx, etc.). Proven ability to build responsive, accessible, and performant enterprise UIs. - Cloud & DevOps: Hands-on with AWS/Azure/GCP, Docker, Kubernetes, and CI/CD pipelines. - Strong understanding of security best practices across the stack. - Excellent collaboration, problem-solving, and communication skills.

• Partner with Account Executives to develop and execute account strategies and technical sales plans • Design and architect secure, scalable networking solutions aligned to customer business requirements • Deliver technical presentations, product demonstrations, and Proof of Concepts (POCs) • Provide consultative guidance across networking domains including wired, wireless, security, and cloud-managed solutions • Support evaluations, solution validation, and competitive differentiation during the sales cycle • Develop technical proposals, RFP responses, and solution documentation • Act as a trusted technical advisor to customers, partners, and internal stakeholders • Deliver customer and partner enablement through training, workshops, and technical briefings • Collaborate with product management and engineering to provide field feedback and influence direction • Support post-sales escalations as needed to ensure customer success

• Drive new business acquisition (circa 60% focus) • Build and execute territory and account plans • Generate and manage pipeline with new logo focus • Work with channel partners to develop opportunities • Engage customer stakeholders across Public Sector • Support growth of existing accounts (circa 40%) • Contribute to bids, frameworks and marketing campaigns • Ensure strong customer experience lifecycle

• Provide high touch engagement for Extreme’s most valued and strategic customers. • Play a pivotal role throughout the customer lifecycle - from onboarding and adoption to expansion and renewal. • Ensure each phase is aligned with the customer’s success goals and supported by proactive engagement. • Maintain knowledge of case escalations as cases are assigned and routed through the product support teams. • Facilitate activities to achieve quicker resolutions for critical situations.

• Partner with Account Executives to develop and execute account strategies and technical sales plans • Design and architect secure, scalable networking solutions aligned to customer business requirements • Deliver technical presentations, product demonstrations, and Proof of Concepts (POCs) • Provide consultative guidance across networking domains including wired, wireless, security, and cloud-managed solutions • Support evaluations, solution validation, and competitive differentiation during the sales cycle • Develop technical proposals, RFP responses, and solution documentation • Act as a trusted technical advisor to customers, partners, and internal stakeholders • Deliver customer and partner enablement through training, workshops, and technical briefings • Collaborate with product management and engineering to provide field feedback and influence direction • Support post-sales escalations as needed to ensure customer success

• Own the service revenue for your assigned territory by managing renewal quotes and upselling service contracts. • Team up with Partners to cross-sell and up-sell services into our existing customer base, building an incremental pipeline. • Create proactive and reactive quotes, facilitate special pricing requests, and manage service sales promotions. • Spot product upsell opportunities to hand off to account teams, and collaborate internally to safeguard data integrity. • Provide accurate weekly forecasting, maintain flawless Salesforce hygiene, and report on pipeline health.

• Generate quality sales opportunities through scheduling discovery meetings with target personas and decision makers • Develop meaningful relationships with aligned Account Executives and Sales Leadership • Qualify prospects to deeply understand prospects’ business needs and pain points and articulate Extreme Networks’ business impact • Strategically source, research, and execute prospecting strategy by identifying target accounts • Diligently conduct multi-channel follow up, including phone, email, and social outreach

Role Description Extreme Networks is seeking a dynamic and experienced Business Development Account Executive to lead our growth initiatives within the Australian Federal Government and affiliated agencies. Based in Canberra, this role is responsible for identifying, developing, and closing opportunities across key departments, driving digital transformation through secure, cloud-driven networking solutions. The ideal candidate will bring a consultative sales approach, a strong understanding of public sector procurement, and a desire to grow Extreme’s presence in the national infrastructure and public services landscape. Key Responsibilities - New Business Development - Identify and pursue new business opportunities with federal departments, government-owned corporations, and affiliated agencies. - Establish relationships with senior decision-makers, program leaders, and procurement stakeholders. - Proactively engage with ecosystem partners, systems integrators, and government contractors to build pipeline. - Account and Territory Management - Develop territory plans and account strategies tailored to each agency’s mission, budget cycle, and transformation goals. - Align Extreme Networks’ capabilities to government priorities such as cybersecurity, secure access, remote connectivity, and infrastructure resilience. - Sales Execution and Pipeline Management - Lead the entire sales lifecycle from lead generation through to negotiation and contract closure. - Maintain accurate pipeline forecasts and opportunity records using the company’s customer relationship management platform. - Stakeholder Collaboration - Partner with Extreme’s technical teams to develop and deliver solution demonstrations and proposals. - Collaborate with marketing, channel, and services teams to support campaigns, events, and integrated sales efforts. - Compliance and Government Alignment - Understand and operate within Australian Federal Government procurement regulations, supplier engagement protocols, and ethical guidelines. - Prepare responses to formal requests for tender and engage in pre-tender positioning where appropriate. Qualifications - A minimum of 5 years and up to 10 years of experience in a business development, account management, or enterprise sales role. - At least 3 years of experience working directly with Australian Federal Government customers, preferably in technology, infrastructure, or cyber-related sectors. - Proven track record of meeting or exceeding sales targets in complex, multi-stakeholder environments. Requirements - Strong business acumen with the ability to articulate value propositions to both technical and executive audiences. - High level of professionalism and ability to operate in sensitive or confidential public sector environments. - Strong written and verbal communication skills. - Ability to work independently and collaboratively within a matrixed sales and technical organization. - Australian citizenship is required. - Holding an active Australian Government Security Clearance (Baseline, NV1 or NV2) is highly desirable but not mandatory. - Willingness and eligibility to obtain a security clearance in future, if required. Benefits - Competitive base salary with performance-based incentive compensation. - Superannuation and full benefits package. - Paid leave, volunteer time off, and personal development opportunities. - Support for relevant industry certifications and training.

• Identify and deliver mid-term pipeline and close ‘won’ business according to targets • Build business plans and marketing activity plans with the regional channel partners to achieve revenue targets • Coordinate contract negotiations between Extreme Networks and partner if needed • Supports partner’s sales planning and sales activity • Understand and communicate Extreme service model to ensure clean after sales process and customer/partner satisfaction on long term basis