Partner Account Manager- Delhi Area

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.