Distribution Partner Account Manager

301 Extreme Networks India Private Ltd – Karnataka; Bengaluru; Sur place; INR 1 500 000 - 2 500 000; Plein temps

Résumé du poste

Extreme Networks in Bengaluru is seeking a Senior Channel Sales & Partner Programs Manager to drive authorized partner development, align channel strategy, and optimize distribution operations across India. You will manage KPIs, participate in quarterly reviews, and collaborate with regional teams to grow a resilient partner ecosystem.

The role demands deep experience in indirect sales, distributor management, and MEDDPICC/value selling approaches, with excellent communication skills and the

Qualifications

• Bachelor's degree or equivalent experience.
• 5+ years' experience in Channel Sales, Partner Programs and Sales Operations.
• Strong understanding of Distribution Sales and Operations.
• Excellent communication, facilitation, and relationship-building skills.
• Ability to simplify complex concepts into repeatable and scalable partner motions.
• Experience working with indirect sales, channel partners, distributors, or alliance ecosystems.
• Ability to work independently in a geographically dispersed environment.
• Familiarity with MEDDPICC, value selling, or solution selling methodologies.
• Experience with learning platforms, CRM systems, and channel management tools.

Responsabilités

• Drive partner development via distribution and enable authorized partners.
• Align with RD strategy and regional PAM to realize territory potential.
• Track KPIs for operational excellence and partner development.
• Participate in quarterly business reviews with distributor and internal teams.
• Support distribution pipeline development including cross-sell and up-sell.
• Train distribution processes for streamlined, low-touch operations.
• Provide feedback to improve products, tools, programs and processes.
• Coordinate with sales, marketing, services and product teams.

Description du poste

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.

Job Description

What you will do (Job Specific Details on the nature of the job and responsibilities).

ROLE RESPONSIBILITIES

Drive authorized (non-named) partner development via distribution and develop independence in operational functions Align and support RD strategy and partner with regional PAM to realize the authorized potential of the territory Manage a consistent set of KPIs with regards to operational excellence and transacting reseller development Participate in Quarterly Business Reviews with distributor as well as QMR and QOR. – if required Support the operational requirements of the distribution partner and Extreme, including pipeline development (cross-sell and up-sell) Training and development of distribution processes to facilitate streamlined, low touch and automated approach. Share best practices and initiatives, cover colleague absences when appropriate

AUTHORIZED (NON-NAMED) PARTNER ENABLEMENT

Support the execution of consistent local plans to maximize and measure regional distribution (non-named) authorized reseller performance. Support pipeline development (cross-sell and up-sell) in the non-named business area – e.g., promotion awareness and adoption Own on-going new reseller qualification and next steps development plan creation with distribution Analyze and monitor regular reseller landscape progress in distribution plan development – incl. new, dormant, potential, existing reseller Liaising with wider team to drive opportunities in the respective reseller focus base

DISTRIBUTION OPERATIONS & ENABLEMENT

Multi-level peering within all distribution entities in region and be first point of contact for operational tools/processes (e.g., CSS) and authorized reseller enquires Ensure local Disti landscape is fit for purpose and make recommendations accordingly Partner with distributor and Extreme channel marketing team to execute strategic marketing programs and activities Support the enablement of local Reseller Partner Program competency via distribution teams and BDMs. Support operational requirements of distribution and resellers Ensure Disti’s are aware in cross company/product updates, and promotions and local approach to take. Drive Distribution Programs, Knowledge and Efficiencies Manage Distribution Programs & Distribution business planning Product Portfolio Overview Promotions and distribution unaided business velocity Quoting and Discounting Deal Registration Program POS Process, Inventory and Backlog Reconciliation Stock Awareness Presentation Skills Territory and Business planning Design and Configurations Internal Sales Process undefined Partner closely with Sales, Systems Engineering, Marketing, Professional Services, Product Management, and other functional teams. Act as the voice of the distribution community across India. Support regional partner events, executive briefings, roadshows, and workshops. Provide structured feedback from partners to improve products, tools, programs, and processes. Collaborate with distributors and strategic alliance partners to drive scalable growth motions.

Success Measures

Growth in Distribution Unaided Business Growth, Pipeline Creation and Revenue Achievement. Distribution certifications and competencies. Increase in Distribution generated pipeline and bookings. Adoption of Extreme strategic initiatives and programs. Improved Distribution technical competency and sales effectiveness. Increased participation in readiness programs and workshops. Higher partner engagement and retention. Improved speed-to-productivity for new partners. Positive feedback scores from partner training and field events.

Key Performance Indicators (KPIs)

• Partner Capability Development
• New Partner Recruitment
• New Partner Sales Certifications
• Technical Workshops Delivered
• Sales Workshops Delivered
• Partner Participants Trained
• Partner Satisfaction Score
• Partner Readiness & Adoption
• Active Partner Development Plans for Partners
• Drive Partner Portal Adoption
• Partner AI Sales Tool Adoption
• Strategic Program Participation
• New Partner Onboarding Completion within 90 days
• Pipeline & Revenue Impact
• Drive Distribution-Influenced Pipeline
• Distribution-Sourced Pipeline Opportunities Created Through Workshops
• Competitive Displacement Opportunities Identified
• Strategic Partner Growth Accounts Supported
• Partner Revenue Growth
• Ecosystem Development
• Quarterly Distirbution Business Reviews Completed
• Monthly Distributor Readiness Sessions
• New Strategic Partners Activated
• Alliance Partner Readiness Programs Launched
• Partner Success Stories Generated undefined

Required Qualifications

• Bachelor's degree or equivalent experience.5+ years' experience in Channel Sales, Partner Programs and Sales Operations.
• Strong understanding of Distribution Sales and Operations.
• Excellent communication, facilitation, and relationship-building skills.
• Ability to simplify complex concepts into repeatable and scalable partner motions.
• Experience working with indirect sales, channel partners, distributors, or alliance ecosystems.
• Ability to work independently in a geographically dispersed environment.
• Familiarity with MEDDPICC, value selling, or solution selling methodologies.
• Experience with learning platforms, CRM systems, and channel management tools.undefined

Equal Employment Opportunity

Extreme Networks, Inc. is an Equal Opportunity Employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran. We are committed to taking affirmative action to employ and advance in employment qualified protected veterans, including disabled veterans, recently separated veterans, active-duty wartime or campaign badge veterans, and Armed Forces service medal veterans. Extreme Networks also strives to prevent other, subtler forms of inappropriate behavior (for example, stereotyping) from ever gaining a foothold in our organization. Whether blatant or hidden, barriers to success have no place at Extreme Networks. We encourage people from underrepresented groups to apply.

Fair chance and background checks

Extreme Networks will consider qualified applicants with criminal histories in a manner consistent with the California Fair Chance Act, Los Angeles Fair Chance Initiative for Hiring Ordinance, Los Angeles County Fair Chance Ordinance for Employers, Philadelphia Fair Criminal Record Screening Standards Ordinance, Illinois Human Rights Act, Cook County Human Rights Ordinance, Seattle Fair Chance Employment Ordinance, and the San Francisco Fair Chance Ordinance. An applicant's conviction history will not be considered until after a conditional offer of employment has been made. Following any individualized assessment, applicants will be provided with the opportunity to respond before any adverse action is taken. Extreme Networks does not seek salary history information from applicants and will not rely on salary history in determining whether to offer employment or in setting compensation.

Reasonable accommodation

Extreme Networks is committed to providing reasonable accommodations to qualified applicants with disabilities throughout the application, interview, and hiring process. If you require a reasonable accommodation to participate in the application or interview process, please contact [insert contact email and phone]. All requests will be handled confidentially.

Use of artificial intelligence in hiring

Extreme Networks may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are made by humans. Applicants have the right to request human review of any automated decision affecting their candidacy and to request information about how their personal data is processed. To exercise these rights, please contact [insert contact email].

Data privacy

Personal data provided during the application process will be processed in accordance with Extreme Networks' Candidate Privacy Notice, which is available at https://www.extremenetworks.com/about-extreme-networks/company/legal/privacy-and-cookies-policy. For applicants in the European Economic Area, United Kingdom, and other jurisdictions with comparable data protection laws, the Candidate Privacy Notice describes your rights regarding your personal data.

About Extreme Networks

Extreme Networks, Inc. (NASDAQ: EXTR) creates effortless networking experiences that enable people and organizations to advance. We push the boundaries of technology by leveraging machine learning, artificial intelligence, analytics, and automation. Learn more at www.extremenetworks.com, or follow us on LinkedIn, X, and Facebook.

Job Description Summary Qualifications

Basic Requirements and Preferred Qualifications for the job. 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.

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.