Partner Account Manager

Partner Account Manager (PAM)

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.

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.