Partner Account Executive (PAM)

Extreme Networks; United States; Remote; USD 90,000 - 120,000; Full time

Job summary

Join a leading global networking company as a Partner Account Executive. In this role, you will manage relationships with distributors and partners to drive revenue growth. You will be responsible for developing business plans, executing channel strategies, and ensuring partner compliance. Ideal candidates will have extensive experience in sales and channel management within the data center and cloud networking sectors. If you excel in communication and negotiation, this is an opportunity to advance your career with a dynamic team.

Qualifications

• Over 8 years of sales/channel experience in data center/cloud networking.
• Ability to build strong relationships with top performing partners.

Responsibilities

• Manage and grow relationships with distributors and partners.
• Align channel strategy with regional sales goals to increase revenue.
• Track and communicate key performance indicators.

Skills

Communication

Negotiation

Relationship Management

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.

Partner Account Executive (PAM)

Title: Partner Account Executive (PAM),

Report to: Manager, Partner Sales,

Work location: Thailand

THE ROLE

The Partner Account Manager (PAM) at Extreme manages, develops, and grows Distributors & partners with the goal to drive Extreme’s revenue. The PAM will work toward maximizing partners’ net new opportunities and revenue generation by managing all activities associated with business planning, pipeline management, enablement, sales coaching, marketing, and forecasting.

The PAM role is multi-faceted and requires orchestrating Extreme’s resources (e.g., engineering, marketing, sales, distribution, operations) to build activities that positively impact the partners’ pipeline while providing appropriate deal and business development support.

Ultimately, the PAM will be responsible for building and managing relationships with partners as a trusted advisor at every level, from sales to CxO. This includes providing strategic advice, coaching, and proactively ensuring each strategic partner has the support needed to achieve their sales and marketing objectives.

ROLE RESPONSIBILITIES

1. Build and manage relationships with partners as a trusted advisor and main point of contact within Extreme, fostering strong relationships with key players and decision-makers to increase brand awareness and mindshare.
2. Align channel strategy with regional sales goals and the sales team to increase revenue in the assigned territory.
3. Create, manage, and execute channel strategies through:

• Business planning: Develop clear actions with partners & Distributors, maintain regular cadence through meetings, QBRs, and annual reviews.
• Partner acquisition: Work with regional teams & Distributors to identify coverage gaps and lead onboarding of new partners supported by Extreme teams and local distribution.
• Evangelizing the proposition: Align partners with Extreme’s strategy, host updates, events, and training sessions to review products, programs, and address concerns.
• Coordination and tracking: Monitor all major channel activities.
• Marketing ROI: Maximize utilization of marketing funds and execute joint marketing plans to promote Extreme’s solutions.
• Pipeline management: Maintain regular forecast calls and program compliance reviews.
• Sales collaboration: Close sales with the team, map distributors & partners to opportunities, and track pipeline and forecasts.
• Distribution: Ensure timely delivery of products and services.
• KPIs tracking: Monitor indicators such as DR, bookings, rebates, pipeline strength, renewal rates, and NPS scores, providing feedback for course correction.
• Serve as primary contact with other Extreme teams for escalations, RMAs, services, tools, training, and order operations.
• Partner program ambassador: Promote programs, organize updates, and ensure partner compliance and enablement.
• Rules of Engagement: Drive engagement rules with channel partners and internal teams.

PAM Role Requirements

• Over 8 years of sales/channel experience with success in expanding and developing channel partners in data center/cloud and storage networking.
• Ability to build trusted relationships with top partners and distributors.
• Proven success in developing and executing business plans, and monitoring progress.
• Experience in pushing solutions through tier 2 channels in the IT industry.
• Ability to identify high-potential partners.
• Experience in competitive environments or startups is preferred.
• Exceptional communication and negotiation skills across all levels.
• Ability to influence in a matrix environment.
• Strong background in technology solutions and solution selling.

Company Overview & Commitment

Extreme Networks creates effortless networking experiences that enable progress through innovative use of machine learning, AI, analytics, and automation. We serve over 50,000 customers globally with cloud-driven solutions and top-rated support. Visit our website or follow us on social media.

We encourage applications from underrepresented groups. We are committed to a discrimination-free workplace, ensuring equal opportunity for all employees and applicants regardless of race, gender, age, sexual orientation, or other protected categories.