Senior Partner Account Manager

Essential Duties And Responsibilities

Build business plans: collaborate with the partner to build business plan that includes marketing activities, training certifications, current year revenue targets, forecasting, 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 center 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 relationship with managing director, sales & systems engineering level between Extreme Networks and partner

Coordinate contract negotiations: if needed, work with partner and Extreme Networks on contract terms to closure

Sales planning and activities: work with partner to develop and support sales planning and activity

Build Training plans: Develop partner training plans to meet certification requirements.

Develop Services practice: Understand & communicate Extreme services model to assure clean after sales deployment and customer/partner satisfaction on long term basis.

Field sales support: Define and direct Extreme Networks sales and network consultant field resources to support each partner in an individualized/optimized way.

Operational Decision Making - Managing complex decision-making processes; securing relevant information and identifying key issues. Committing to action after developing alternative plan of action, which take into consideration resources, constraints, culture and organizational needs

Business & Technical Knowledge - Understanding and utilizing 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 needs of Business and IT executive audiences.

Executive Disposition - Conveying an image that is consistent with the organization’s values; demonstrating quality, trust and channel knowledge that command leadership respect

Requirements

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 grow existing channel partners in the data center/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 local Extreme Networks team in terms of alternate promotion, program, seminars, exhibition or other sales/marketing tools which help the region and organization to create revenue.
• Demonstrated ability to produce high quality results working self-sufficient and independently in a region with limited local support infrastructure. Good organization skills required. Strong prioritization management is critical.
• Bring 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 local channel partner side are important.
• Ability to operate in a matrix environment by influence with 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.