Partner Account Manager

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: Partner Account Manager (PAM) The Sr. Partner Account Manager’s primary functions will be to develop the partner territory plan, collaborate 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. In addition, there will be expectations of the role, such as coordinating contract negotiations with partners, providing roadmaps to maintain certification levels & developing a 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, conducts joint sales calls with the Partner to help accelerate success. Ideally, the PAM will have personal experience with and the ability 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 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 individualised/optimised way. Operational Decision Making - Managing complex decision-making processes; securing relevant information and identifying key issues. Committing to action after developing an alternative plan of action, which takes into consideration resources, constraints, culture and organizational needs Business & Technical Knowledge - Understanding and utilising economic, financial, and industry data to accurately diagnose business strengths and weakne ... (truncated, view full listing at source)