Virtual Partner Account Manager

4 tygodni temu

Warszawa, Mazovia, Polska Extreme Networks Pełny etat
Job Title: Virtual Partner Account Manager

Extreme Networks is seeking a Virtual Partner Account Manager to join our team. As a key member of our sales team, you will be responsible for developing and maintaining relationships with midsize and small partners, driving growth and revenue in assigned territories.

Key Responsibilities:
  • Align channel strategy with regional sales goals and sales team to increase revenue in assigned territory
  • Assign partners to prioritize tasks for growing strategy in assigned region, track top performing partners, and build relationships within partner organizations
  • Acquire new partners by working with regional teams to identify gaps in channel coverage, leading the onboarding process, and supporting local distribution
  • Evaluate partners with Extreme strategy and solutions, host regular updates, conference calls, events, and activities to review new Extreme Networks products or programs
  • Closing sales together with sales team in assigned opportunities, mapping partners against opportunities, tracking longtail pipeline, and handling forecast for assigned tracking criteria
  • Provide guidance as the primary internal Extreme contact person for escalations and issues, RMAs, services, sales tool development, trainings, order operations, and more
  • Partner program ambassador, utilizing available programs and initiatives, organizing regular updates for channels in assigned territory together with partner program team
  • Ensure partners' compliance and enablement regarding partner program
  • Develop sales pipeline and channel capability using available Extreme development funds, executing marketing plans together with regional marketing manager to promote Extreme Networks and regional goals
  • Coordinate and track all major channel activities in assigned territory
  • Regional channel librarian, providing day-to-day resource for partner communication and updates, assigning requests to proper Extreme resources
  • Drive distribution alliance together with distribution team to support channels via aligned distribution strategy in assigned region
  • Drive our rules of engagement with Channel Partners' to/from, Inside Sales, Account executives, System engineers, and others as appropriate internally and within the partner
Core Skills:
  • Ability to grade and identify partners with the highest potential for growth
  • Capability to drive the partner's journey towards the Autonomous Partner
  • Ability to build trusted and strong relationships with top-performing partners and distributors
  • Organize QBRs and align business plans with top-performing partners
  • Managing expectations between partners, sales team, and distribution
  • Strong presentation skills in positioning Extreme's value propositions
  • Leverage internal tools (Clari, SFDC, Tableau) to analyze data and track consistency with the plan
  • Channel Forecasting (Chapter 7)
  • Partner enablement and 'Welcome New Partners' webinars
  • Re-Engagement process on defined Dormant partners in your region
Metrics:
  • Assigned Partners' performance: Revenue achievement as per Partner AOP
  • Assigned Partners' total pipeline growth
  • Marketing excellence: MDF Usage, Pipeline creation, Nurturing, and reporting
  • Training and enablement: Certification
  • Autonomous Partner: DR level, Quote from partners (Iris), Channel Self-Service tool usage
  • Personal development: Dojo points / Belt achievement
  • Numbers of IgniteTech / IgniteSales: Technical and Sales people from partners joining & following to Ignite community

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