CHANNEL ACCOUNT MANAGER

Extreme Networks, Inc; Bengaluru; On-site; INR 900,000 - 1,300,000; Full time

Benefits offered by this job

Health insurance

Life insurance

Competitive compensation

Inclusive culture

Job summary

Extreme Networks in Bangalore invites applications for a Junior Partner Account Manager to own and grow a defined portfolio of channel partners across South India. You will develop joint business plans, drive partner-sourced pipeline, and enable partners with training and certification.

The role demands 5–6 years in channel sales or partner management, a local partner network, and strong relationship and negotiation skills. A bachelor’s degree is required. Travel within the territory is expected.

Qualifications

• 5–6 years of experience in channel sales, partner account management, or IT/networking distribution.
• Local Bangalore/South India channel landscape knowledge and existing relationships.
• Background with networking OEMs (Cisco, HPE Aruba, Juniper, Fortinet, Arista, etc.) preferred.
• Technical grounding in core networking technologies (LAN/WAN, wireless, switching, routing, SD-WAN, security).
• Proven track record of meeting or exceeding partner-sourced pipeline and revenue targets.
• Strong relationship and negotiation skills with partner Owners/MDs and sales/technical stakeholders.
• Experience with joint business plans, MDF programs, and partner enablement plans; Salesforce/CRM proficiency.
• Willingness to travel within Bangalore and South India for partner visits and events.
• Bachelor-level education in business/engineering or related field is required.

Responsibilities

• Own and grow a defined portfolio of channel partners in Bangalore/South India.
• Build joint business plans with partners including revenue targets and marketing activities.
• Drive partner-sourced pipeline and revenue with coordination from field sales and SE teams.
• Recruit and onboard new partners (resellers, SIs) into Extreme networks channel.
• Enable and certify partners through onboarding, training, and certification plans.
• Coordinate with distributors on stock, orders, and issue resolution.
• Plan and execute local MDF programs and track ROI.
• Maintain CRM data, pipeline, and forecast accuracy.
• Flag and resolve partner or pricing conflicts with senior stakeholders.

Skills

Channel sales

Partner management

Salesforce

Negotiation

Relationship building

Education

Bachelor's degree in business, engineering, or related field

Tools

Salesforce

MS Excel/PowerPoint

Job description

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.

Junior Partner Account Manager – Bangalore, Karnataka

Extreme Networks | Sales – Channel/Partner Sales | Bangalore, Karnataka, India

• Job Title: Junior Partner Account Manager (PAM)
• Company: Extreme Networks
• Location: Bangalore, Karnataka, India
• Department: Sales – Channel/Partner Sales
• Experience: 5–6 years
• Employment Type: Full-time
• Reports To: Senior / Regional Partner Account Manager

About Extreme Networks

Extreme Networks, Inc. (Nasdaq: EXTR) creates effortless networking experiences that enable all of us to advance. We push the boundaries of technology,leveragingthe power of cloud, AI, machine learning, 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. Inclusion is one of our core values, and we are committed to fostering a workplace where every employee thrives because of their differences, notin spite ofthem.

Role Summary

We are looking for a Junior Partner Account Manager (PAM) to own and grow a defined portfolio of channel partners — VARs, Systems Integrators, and Distributors — acrossBangaloreand the wider South India territory. You will primarily coverthe Bangalore/Karnataka partner base, with coordination support for adjacent South India markets (Chennai, Hyderabad, Kochi) as needed. You will be the day-to-day face of Extreme Networks for your partners: building joint business plans, driving partner‑sourced pipelineand revenue, running enablement and certification programs, and working closely with field sales, systems engineering, and marketing to help partners win with Extreme's switching, wireless, data centre, and cloud‑driven (AI Ops) networking portfolio. This role reports to a Senior/Regional Partner Account Manager and is a strong next step for a channel professional ready to own a territory.

Key Responsibilities

• Own the partner portfolio: manage and grow relationships with a named set of channel partners in your territory, acting as their primary point of contact into Extreme Networks.
• Build joint business plans: work with each partner to set revenue targets, marketing activities, training/certification milestones, and forecasts, and review progress on a regular cadence.
• Drive pipeline and revenue: generate and support partner‑sourced opportunities — deal registration, quoting, proposal support, and closure — in coordination with Extreme's field sales and systems engineering teams.
• Recruit and onboard new partners: identify high-quality resellers and SIs currently selling competitive networking brands and bring them into the Extreme partner ecosystem.
• Enable and certify partners: run onboarding, sales and technical training, and certification plans so partner teams can confidently position and sell Extreme solutions.
• Manage distribution: coordinate with distributors on stock availability, order fulfilment, and issue resolution to keep partner deals moving.
• Run local marketing and MDF programs: plan partner events, seminars, and campaigns, and track Marketing Development Fund (MDF) utilisation and ROI.
• Report and forecast: maintain accurate partner activity, pipeline, and forecast data in CRM (Salesforce), and provide visibility to regional leadership.
• Resolve conflicts: flag and help resolve partner or pricing conflicts quickly, escalating to senior stakeholders where needed.

What You Bring

• Experience: 5–6 years of overall experience in channel sales, partner account management, or IT/networking distribution, ideally with a networking, IT infrastructure, or telecom OEM/vendor.
• Local partner network: you already have a working, current understanding of the Bangalore/South India channel landscape — the active VARs, SIs, and distributors selling networking, wireless, and data centre solutions into Bangalore's IT/ITES, GCC, startup, and enterprise accounts — and existing relationships you can bring to the role.
• Industry background: prior exposure managing or supporting partners for a networking OEM (e.g.Cisco, HPE Aruba, Juniper, Fortinet, Arista, Ruijie, D-Link, or similar) is strongly preferred.
• Technical grounding: working knowledge of core networking technologies — LAN/WAN, wireless, switching, routing, SD‑WAN, network security, or cloud‑managed networking.
• Track record: demonstrated success meeting or exceeding partner‑sourced pipeline and revenue targets.
• Relationship & negotiation skills: ability to build trust and influence at partner Owner/MD, sales, and technical stakeholder levels.
• Programs & tools: hands‑on experience with joint business plans, MDF programs, and partner certification/enablement plans; comfortable with Salesforce (or similar CRM) and MS Excel/PowerPoint for reporting.
• Mobility: willingness to travel locally within Bangalore and the wider South India territory for partner visits, reviews, and events.
• Way of working: self‑motivated, organised, and comfortable operating independently with limited local support infrastructure.
• Education: bachelor's degree in business, engineering, or a related field (or equivalent practical experience).

Good to Have

• Existing relationships with Bangalore-based Tier 1/Tier 2 networking resellers and national distributors.
• Exposure to IT/ITES, GCC (Global Capability Centre), or startup‑heavy enterprise accounts common to the Bangalore market.
• Familiarity with competitive partner programs (Cisco Select/Gold, HPE Aruba Partner Ready, Juniper Partner Advantage, Fortinet Engage).

What We Offer

• A clear growth path toward Senior Partner Account Manager / Regional Channel Manager roles.
• Competitive base + variable (channel) incentive plan tied to partner‑sourced revenue.
• Comprehensive health, accident, and life insurance benefits.
• A collaborative, inclusive culture at a fast‑growing, cloud‑driven networking company.
• Direct exposure to Extreme's full portfolio — switching, wireless, data centre, and AI‑driven cloud management (ExtremeCloudIQ).

Equal Opportunity Employer

Extreme Networks is an Equal Opportunity Employer. In keeping with our values, no employee or applicant will face discrimination or harassment based on race, colour, ancestry, national origin, religion, age, gender, marital or domestic partner status, sexual orientation, gender identity, disability status, or veteran status. Extreme Networks strives to prevent even subtler forms of bias from ever gaining a foothold in our organisation — barriers to success have no place here

Extreme Networks, Inc. (EXTR) 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 website 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.