Partner Account Manager- Delhi Area

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 Delhi 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 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 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