Partner Account Manager
Job Summary
Job Description
Extreme Networks is seeking a Partner Account Manager (PAM) to manage, develop, and grow Distributors & partners to drive revenue. The PAM will be responsible for maximizing partner net new opportunities and revenue generation through business planning, pipeline management, enablement, sales coaching, marketing, and forecasting. This multi-faceted role requires orchestrating various Extreme resources to build activities that positively impact partner pipelines and provide deal and business development support. The PAM will act as a trusted advisor to partners at all levels, offering strategic advice and coaching to help them achieve their sales and marketing objectives. The company values inclusion and aims to foster a workplace where all employees thrive.
Must have:
- Build and manage partner relationships as a trusted advisor.
- Align channel strategy with regional sales goals.
- Create, manage, and execute channel strategy.
- Acquire new partners and lead onboarding.
- Evangelize Extreme's proposition and solutions.
- Coordinate and track channel activities.
- Maximize marketing funds and ensure ROI.
- Manage pipeline, forecast calls, and program compliance.
- Close sales with the sales team.
- Ensure timely delivery of products and services.
- Track and communicate key performance indicators.
- Act as a partner program ambassador.
- Drive rules of engagement with partners.
- Over 8 years of sales/channel experience.
- Ability to build strong relationships with partners.
- Proven track record in business plan execution.
- Track record of pushing products via a tier 2 channel.
- Ability to identify partners with highest growth potential.
- Experience in competitive environments.
- Exceptional communication and negotiation skills.
- Ability to operate in a matrix environment.
- Skill in transmitting advanced technology differentiators.
6 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.
Title: Partner Account Executive (PAM),
Report to: Manager, Partner Sales,
Work location: Bangalore, India
THE ROLE
The Partner Account Manager (PAM) at Extreme manages, develops and grows Distributors & partners with the goal to drive Extreme’s revenue. The PAM will work toward maximizing partners net new opportunities and revenue generation by managing all activities associated with business planning, pipeline management, enablement, sales coaching, marketing and forecasting.
The PAM role is multi-faceted, which, to achieve the revenue target, requires orchestrating Extreme’s resources (e.g. engineering, marketing, sales, distribution, operations, etc.) to build activities that positively impact partners’ pipeline while providing appropriate deal and business development support.
Ultimately, the PAM will be responsible to build and manage the relationship with the partners as a trusted advisor at every level, from sales to CxO. Providing strategic advices, coaching and going above and beyond to proactively ensure that each strategic partner have the support they need to achieve their sales and marketing objectives.
ROLE RESPONSIBILITIES
• Build and manage the relationship with the partner as a trusted advisor and main point of contact within Extreme by fostering strong relationships with every key players and decision makers with the aim to increase Extreme brand awareness and mindshare.
· Align channel strategy with regional sales goals and sales team to increase revenue in assigned territory
• Create, manage and execute channel strategy via:
• Business planning with clear actions with the partners & Distributors. Keep a regular cadence with the partners in the form of hotdesking, enablement meetings, QBRs and Annual Reviews
• Acquisition of partners; Working with regional teams & Distributors to identify the gap in channel coverage; lead the onboarding process of new potential partners supported by another Extreme functional teams and local distribution
• Evangelizing the Proposition: align partners with Extreme strategy and solutions; host regular updates, conference calls, events, activities for channel partners to review new Extreme Networks product or programs, updates, trainings concerns, marketing activities and any concerns that need to be addressed supported by sales and technical resources
• Coordinating and tracking all major channel activities
• Maximizing utilization of Marketing funds and ensure best ROI on Partner lead activities by orchestrating the relevant Extreme’s and partners’ resources. Execution of marketing plans together with regional marketing manager to promote Extreme Network and regional goals
• Regular pipeline management, forecast call and program compliance review
• Closing sales together with sales team in assigned opportunities; mapping distributors & partners against opportunities, tracking longtail pipeline together with distributors and distribution team , handling forecast for
• assigned tracking criteria
• Distribution: Work with distribution to ensure delivery of product, services & results in time.
• Track and communicate key performance indicators such as DR, Booking, Rebate, Pipeline strength, Renewal rates, NPS scores and provide feedback for course correction if/when needed.
• Guidance as primary internal Extreme contact person with other Extreme teams regarding escalations and issues, RMAs, services, sales tool development, trainings, order operations, etc.
• Partner program ambassador: utilize available programs and initiatives, organize regular updates for channels. Ensuring Distributors & partners compliancy and enablement regarding partner program
• Drive our rules of Engagement with Channel Partners’ to/from, Inside Sales, Account executives, System engineers and others as appropriate internally and within the partner
PAM Role Requirements:
· Over 8 years of sales/channel experience with demonstrated success in winning new channel partners and growing existing channel partners in the data center/cloud and storage networking arena.
· Ability to build a trusted and strong relation with the top performing partners and distributors
· Proven track record in the collaborative development & execution of business 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.
· Ability to grade and identify partners with the highest potential to growth.
· Ideally, this success should have come while working in a start-up or in a highly competitive environment against established leaders.
· Exceptional communication & negotiation skills towards managing director, sales, and account management level, as well as systems engineering at the channel partner side.
· 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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