SR CHANNEL ACCOUNT EXECUTIVE

Extremenetworks; Bengaluru; On-site; INR 5,500,000 - 6,500,000; Full time

Job summary

ExtremeNetworks is seeking a Senior Partner Account Manager (PAM) based in Bengaluru, India. The PAM will develop and implement partner business plans, collaborate with strategic partners, and manage relationships to drive business growth.

Candidates should have significant sales/channel experience in the data centre/cloud space, strong communication skills, and a business-related degree. OTE for this role is approximately 55-65 Lakh based on experience and region.

Qualifications

• 10 years of sales/channel experience with demonstrated success.
• Proven track record in collaborative development of strategic plans.
• Ability to operate in a matrix environment.

Responsibilities

• Develop partner territory and account plans.
• Build and coordinate business relationships with partners.
• Manage complex decision-making processes.

Skills

Sales/channel experience

Communication & negotiation skills

Relationship management

Creative selling

Education

Business-related degree or related experience

Job description

Job Description: Partner Account Manager (PAM)

The Sr. Partner Account Manager’s primary functions will be to develop the partner territory plan, collaborate on development and execution of strategic account plans to drive incremental business with a selected number of strategic partners, and identify & address gaps in the coverage plan for the India market. The PAM will develop and implement joint business plans with new and existing partners to grow revenue and add value to their business.

Essential Duties and Responsibilities

• Build business plans: collaborate with the partner to build a business plan that includes marketing activities, training certifications, current year revenue targets, forecasting, and 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 centre 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 relationships with the managing director, sales & systems engineering level between Extreme Networks and the partner.
• Coordinate contract negotiations: if needed, work with partner and Extreme Networks on contract terms to closure.
• Sales planning and activities: work with the partner to develop and support sales planning and activities.
• Build training plans: develop partner training plans to meet certification requirements.
• Develop Services practice: understand & communicate the Extreme services model to assure clean after‑sales deployment and customer/partner satisfaction on a long‑term basis.
• Field sales support: define and direct Extreme Networks sales and network consultant field resources to support each partner in an individualized/optimised way.
• Operational Decision Making: manage complex decision‑making processes; secure relevant information and identify key issues; commit to action after developing an alternative plan of action, which takes into consideration resources, constraints, culture and organisational needs.
• Business & Technical Knowledge: understand and utilise economic, financial, and industry data to accurately diagnose business strengths and weaknesses; identify key issues and develop strategies and plans.
• Partner/External Customer Orientation: cultivate 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 the needs of Business and IT executive audiences.
• Executive Disposition: convey an image that is consistent with the organisation’s values; demonstrate quality, trust and channel knowledge that commands leadership respect.

PAM Requirements

• Business‑related degree or related experience.
• Demonstrated confidence and enthusiastic disposition, ability to earn partners’ trust, and to think creatively to sell through market leadership dominance.
• 10 years of sales/channel experience with demonstrated success in winning new channel partners and growing existing channel partners in the data centre/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 in a start‑up or highly competitive environment against established leaders.
• Strong creative nature with ideas for the local Extreme Networks team in terms of alternate promotion, program, seminars, exhibition or other sales/marketing tools that help the region and organisation create revenue.
• Demonstrated ability to produce high‑quality results working self‑sufficiently and independently in a region with limited local support infrastructure. Good organisation skills and strong prioritisation management are critical.
• A strong network of established relationships within the local partner landscape and networking/storage & cloud arena.
• Exceptional communication & negotiation skills towards managing director, sales and account management level as well as systems engineering at the local channel partner side.
• Ability to operate in a matrix environment by influencing 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.

OTE is on a 60/40 split and is based on region, qualifications and experience 55-65 Lakh.

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.