SR CHANNEL ACCOUNT EXECUTIVE

The Sr. 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.

Responsibilities

Develop the partner territory plan and collaborate on development/execution of strategic account plans to drive incremental business with strategic partners; Identify and address gaps in coverage for the India market; Develop and implement joint business plans with new and existing partners to grow revenue; Coordinate contract negotiations with partners; Provide roadmaps to maintain certification levels; Develop a pipeline contributing to Extreme Networks sales team; Help develop partner sales planning, activity, revenue planning/forecasting and marketing initiatives; Direct Extreme Networks field participation with the partner community and conduct joint sales calls where necessary; Build business plans with partners including marketing activities, training certifications, current year revenue targets, forecasting and metrics; Develop existing channel with growth plans for named/strategic partners including new product sales and pipeline using marketing development funds; Develop new high-quality partners selling competitive products into Extreme partners; Work with distribution to ensure timely delivery of product, services and results; Build mid- and long-term business relationships with partner managing director, sales and systems engineering levels; Coordinate contract negotiations to closure; Support sales planning and activities; Develop partner training plans to meet certification requirements; Communicate Extreme services model for clean after-sales deployment and satisfaction; Define and direct Extreme Networks sales and network consultant field resources to support partners

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; 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 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

Nice to have

Personal experience with and the ability to recruit new partners that meet the strategic objectives of Extreme Networks; Ideally, this success should have come while working in a start-up or in a highly competitive environment against established leaders