Partner Account Manager -PAM

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Description

Job Description:Partner Account Manager(PAM)

The Partner Account Manager’s primary functions will be to develop the partner territory plan, collaborative development and execution of stragetic account plans to drive incremental business with a selected number of strategic partners.

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, coordinate contract negotiations with partners, provide roadmaps to maintain certification levels & develop 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 conduct joint sales calls with Partner to help accelerate success. Ideally the PAM will have personal experience with and abilities 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 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 Trainingplans: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 CustomerOrientation - 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

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.