Director of Channel Sales
Job Summary
Job Description
The Director of Channel Sales will lead a team focused on growing business with CDW and other strategic partners. This role involves developing and executing a partnership strategy, driving revenue growth, and deepening engagement with partners. Responsibilities include leading a team, building a strategic plan, driving revenue targets, identifying new business opportunities, executing joint GTM strategies, and collaborating with various teams. The candidate should have experience in strategic partnerships, channel sales, and managing sales teams in a partner-driven environment.
Must have:
- 10+ years experience in strategic partnerships.
- Proven success in driving partner-led revenue growth.
- Strong understanding of VAR and IT channel.
- Experience leading high-performing sales teams.
- Excellent communication and relationship-building skills.
- Bachelor's degree in a related field.
8 skills required
Job Details
Over 50,000 customers globally trust our end-to-end, cloud-driven networking solutions. They rely on our top-rated services and support to accelerate their digital transformation efforts and deliver unprecedented progress. With double-digit growth year over year, no provider is better positioned to deliver scalable outcomes than Extreme.
Inclusion is one of our core values and in our DNA. We are committed to fostering an inclusive workplace that embraces our differences and creates an atmosphere where all our employees thrive because of their differences, not in spite of them.
Become part of Something big with Extreme! As a global networking leader, learn why there’s no better time to join the Extreme team.
Our cloud-driven networking solutions empower businesses across industries with agility, scalability, and security, ensuring they stay ahead in a rapidly evolving digital landscape. At Extreme, we are committed to innovation, customer success, and building strong partner relationships to drive continued expansion.
Extreme Networks is seeking a Director of Channel Sales to lead a high-performing team focused on growing and expanding our business with CDW and other key strategic partners. This is a leadership role responsible for developing and executing a high-impact partnership strategy, driving revenue growth, and deepening engagement with top-tier partners. The ideal candidate is a dynamic leader with a proven track record in managing strategic alliances, accelerating partner-led sales, and scaling joint go-to-market (GTM) initiatives.
Key Responsibilities
Strategic Partner Leadership
· Lead and develop a high-performing team that drives growth with CDW and other key strategic partners.
· Build and execute a strategic plan to expand revenue, increase market share, and strengthen relationships with our top partners.
· Act as the executive sponsor for CDW and other strategic alliances, fostering senior-level engagement and long-term collaboration.
· Revenue Growth & Business Expansion
· Own and drive partner-led revenue targets, ensuring alignment with corporate and sales objectives.
· Identify and capitalize on new business opportunities within the CDW ecosystem and other key partnerships.
· Develop and execute joint GTM strategies, including co-selling, marketing initiatives, and solution bundling.
· Team Leadership & Enablement
· Recruit, mentor, and lead a results-driven team focused on partner growth and enablement.
· Empower the team with training, tools, and resources to maximize partner engagement and success.
· Foster a culture of accountability, collaboration, and continuous improvement.
Cross-functional Collaboration
· Work closely with sales, marketing, product, and partner programs teams to ensure seamless execution of partner strategies.
· Align with internal and partner stakeholders to develop joint business plans and execute against shared objectives.
· Leverage Extreme Networks’ solutions to drive differentiation and increase partner adoption.
· Performance & Metrics
· Define, track, and report on key performance indicators (KPIs) related to partner success and revenue impact.
· Continuously analyze business trends and market opportunities to optimize partner strategies.
· Ensure partners receive ongoing support, enablement, and incentives to drive sustained growth.
Qualifications & Experience
· 10+ years of experience in strategic partnerships, channel sales, or alliances, with a focus on large VARs and IT solution providers.
· Proven success in driving partner-led revenue growth within the CDW ecosystem or similar strategic partnerships.
· Strong understanding of the VAR and IT channel landscape, including solution selling and GTM execution.
· Experience leading and managing high-performing sales teams in a partner-driven environment.
· Excellent communication, negotiation, and relationship-building skills with C-level executives and key stakeholders.
· Ability to work in a fast-paced, high-growth environment with a results-driven mindset.
· Bachelor's degree in Business, Marketing, or a related field.
· Salary based on experience and qualifications 250K-350K
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