Partner Account Manager-9794
Partner Account Manager-9794
Posted on :
15-05-2025
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1 Vacancy
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Job Description
Over 50000 customers globally trust our endtoend clouddriven networking solutions. They rely on our toprated services and support to accelerate their digital transformation efforts and deliver unprecedented progress. With doubledigit 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 theres no better time to join the Extreme team.
Job Description: Partner Account Manager (PAM)
The Partner Account Managers 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 partners 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 highquality 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 longterm 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 aftersales deployment and customer/partner satisfaction on a longterm 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 decisionmaking 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 valueadded 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 organisations values; demonstrating quality trust and channel knowledge that commands leadership respect.
PAM Requirements: Businessrelated 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 startup 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 highquality results working selfsufficiently 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/storagee 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 50000 customers globally trust our endtoend clouddriven networking solutions and rely on our toprated services and support to accelerate their digital transformation efforts and deliver progress like never before. For more information visit Extremeswebsiteor 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.
Required Experience:
Manager
Employment Type
Full-Time
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