Remote Virtual Partner Account Manager

Summary

Join Extreme Networks as a Channel Manager, responsible for developing relationships with midsize and small partners, guiding new onboarded channels through the NOAR process, and aligning channel strategy with regional sales goals. The role involves managing partner expectations, driving sales pipeline growth, and ensuring compliance with partner programs.

Requirements

• Ability to grade and identify partners with the highest potential to growth
• Capability to drive the partner’s journey towards the Autonomous Partner
• Ability to build a trusted and strong relation with the top performing partners and distributors
• Organize QBR’s and align business plans with the top performing partners
• Managing expectations between partners, sales team and Distribution
• Strong presentation skills in positioning Extreme’s value propositions
• Leverage internal tools (Clari, SFDC, Tableau..) to analyze data and track consistency with the plan
• Channel Forecasting (pag.5, chapter 7)
• Partner enablement and “Welcome New Partners” webinars
• Re-Engagement process on the defined Dormant partner in your region
• Strong Polish language skills

Responsibilities

• Align channel strategy with regional sales goals and sales team to increase revenue in assigned territory
• Assigned partners to prioritize tasks for growing strategy in assigned region. Track top performing partners for regional grow, build and align relation with them
• Acquisition of partners; Working with regional teams to identify the gap in channel coverage; lead the onboarding process of new potential partners supported by another Extreme functional teams and local distribution
• Evangelize 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
• Closing sales together with sales team in assigned opportunities; mapping partners against opportunities, tracking longtail pipeline together with distributors and distribution team, handling forecast for assigned tracking criteria
• Guidance as primary internal Extreme contact person with another 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 in assigned territory together with partner program team
• Ensure partners compliancy and enablement regarding partner program
• Develop sales pipeline and channel capability using available Extreme development funds; execute marketing plans together with regional marketing manager to promote Extreme Network and regional goals
• Coordinate and track all major channel activities in assigned territory
• Regional channel librarian – day-to-day resource for partner communication and updates, assign their request to proper Extreme resources
• Distribution alliance together with distribution team to support channels via aligned distribution strategy in assigned region
• 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