Partner Account Manager
Job Summary
Job Description
Extreme Networks is seeking a Partner Account Manager to drive incremental business with strategic partners by developing and executing territory and account plans. The role involves identifying and addressing coverage gaps in the India market, developing joint business plans with new and existing partners to grow revenue, and coordinating contract negotiations. Responsibilities include building business plans with partners, developing existing channels by growing sales of new products and building pipelines, and recruiting new high-quality partners for wireless, networking, data center, and cloud solutions. The PAM will also work with distribution to ensure product delivery, build relationships with partner management, coordinate contract negotiations, support sales planning and activities, build partner training plans, develop services practices, provide field sales support, and make operational decisions. The role requires understanding business and technical knowledge, maintaining strong partner/customer orientation, and demonstrating executive disposition. The ideal candidate will have at least 10 years of sales/channel experience in the data center/cloud and storage networking arena, a proven track record in developing strategic account plans, and success in selling through a tier 2 channel in a competitive IT environment. Strong creative skills for promotions, programs, and sales/marketing tools are essential, along with the ability to work independently and manage priorities effectively. A strong network of relationships within the local partner landscape and exceptional communication and negotiation skills are critical. The ability to influence regional direct touch teams and leadership, along with experience in solution selling, is also important.
Must have:
- 10 years of sales/channel experience
- Win new and grow existing channel partners
- Data centre/cloud and storage networking arena experience
- Collaborative development of strategic account plans
- Track record of success pushing/pulling products
- Strong creative nature for sales/marketing
- Work self-sufficiently and independently
- Good organization and prioritization skills
- Strong network of established partner relationships
- Exceptional communication & negotiation skills
- Ability to operate in a matrix environment
- Experience in transmitting advanced technology differentiators into benefits
Good to have:
- Business-related degree or related experience
- Confidence and enthusiastic disposition
- Ability to win partners trust
- Ability to think purple and sell through dominance
- Experience in a start-up or highly competitive environment
5 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.
Job Description: Partner Account Manager (PAM)
The Partner Account Manager’s primary functions will be to develop the partner territory plan, collaborate development and execution of strategic account plans to drive incremental business with a selected number of strategic partners, and identify & address gaps in the coverage plan for the India market. The PAM will develop and implement joint business plans with new and existing partners to grow revenue and add value to their business. In addition, there will be expectations of the role, such as coordinating contract negotiations with partners, providing roadmaps to maintain certification levels & developing a pipeline contributing to the Extreme Networks sales team, etc. Additionally, helping develop the partner’s sales planning, activity, revenue planning/forecasting, as well as marketing initiatives. In addition, helps direct Extreme Networks field participation with the partner community; and, where necessary, conducts joint sales calls with the Partner to help accelerate success. Ideally, the PAM will have personal experience with and the ability to recruit new partners that meet the strategic objectives of Extreme Networks.
Essential Duties and Responsibilities: Build business plans: collaborate with the partner to build a business plan that includes marketing activities, training certifications, current year revenue targets, forecasting, and metrics to be reviewed regularly
Develop existing channel: within your territory, create a growth plan for existing named/strategic partners that includes growing sales of new products, building a healthy pipeline using marketing development funds
Develop new partners: Find new high-quality partners in the territory that are currently selling competitive products and develop them into Extreme partners selling Extreme wireless, networking, data centre and cloud
Distribution: Work with distribution to ensure delivery of product, services & results in time.
Relationship building: Build and coordinate mid- and long-term business relationships with the managing director, sales & systems engineering level between Extreme Networks and the partner
Coordinate contract negotiations: if needed, work with partner and Extreme Networks on contract terms to closure
Sales planning and activities: work with the partner to develop and support sales planning and activities
Build training plans: Develop partner training plans to meet certification requirements.
Develop Services practice: Understand & communicate the Extreme services model to assure clean after-sales deployment and customer/partner satisfaction on a long-term basis.
Field sales support: Define and direct Extreme Networks sales and network consultant field resources to support each partner in an individualised/optimised way.
Operational Decision Making - Managing complex decision-making processes; securing relevant information and identifying key issues. Committing to action after developing an alternative plan of action, which takes into consideration resources, constraints, culture and organizational needs
Business & Technical Knowledge - Understanding and utilising economic, financial, and industry data to accurately diagnose business strengths and weaknesses; identifying key issues and developing strategies and plans.
Partner/External Customer Orientation - Cultivating strategic partner relationships, internal or external, ensuring that the customer perspective is the driving force behind all value-added business activities. Translate key marketing messages to the needs of Business and IT executive audiences.
Executive Disposition - Conveying an image that is consistent with the organisation’s values; demonstrating quality, trust and channel knowledge that commands leadership respect.
PAM Requirements: - Business-related degree or related experience
- The candidate needs to show confidence and enthusiastic disposition, able to win partners trust, ability to think purple and sell through the dominance of a market leader in some situations.
- 10 years of sales/channel experience with demonstrated success in winning new channel partners and growing existing channel partners in the data centre/cloud and storage networking arena (referenceable)
-Proven track record in collaborative development of strategic account plans, tracking/monitoring progress internally and with the partner
- A track record of success pushing and pulling products, solutions & services via a tier 2 channel in the IT industry. Ideally, this success should have come while working in a start-up or in a highly competitive environment against established leaders.
- Strong creative nature with ideas for the local Extreme Networks team in terms of alternate promotion, program, seminars, exhibition or other sales/marketing tools which help the region and organisation to create revenue.
- Demonstrated ability to produce high-quality results working self-sufficiently and independently in a region with limited local support infrastructure. Good organization skills required. Strong prioritisation management is critical.
- A strong network of established relationships within the local partner landscape and networking/storage,e and cloud arena is critical.
- Exceptional communication & negotiation skills towards managing director, sales and account management level as well as systems engineering at the local channel partner side are important.
- Ability to operate in a matrix environment by influencing the regional direct touch teams and leadership, and the global channel team.
- An experienced background or strong skill set in transmitting advanced technology differentiators into channel partner & customer benefits aligned with their business model and demands: Solution Selling.
Extreme Networks, Inc. (EXTR) creates effortless networking experiences that enable all of us to advance. We push the boundaries of technology leveraging the powers of machine learning, artificial intelligence, analytics, and automation. Over 50,000 customers globally trust our end-to-end, cloud-driven networking solutions and rely on our top-rated services and support to accelerate their digital transformation efforts and deliver progress like never before. For more information, visit Extreme's website or follow us on Twitter, LinkedIn, and Facebook.
We encourage people from underrepresented groups to apply. Come Advance with us! In keeping with our values, no employee or applicant will face discrimination/harassment based on: race, color, ancestry, national origin, religion, age, gender, marital domestic partner status, sexual orientation, gender identity, disability status, or veteran status. Above and beyond discrimination/harassment based on “protected categories,” Extreme Networks also strives to prevent other, subtler forms of inappropriate behavior (e.g., stereotyping) from ever gaining a foothold in our organization. Whether blatant or hidden, barriers to success have no place at Extreme Networks.
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