Virtual Partner Account Manager - Eastern Europe

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Over 50,000 customers globally trust our end-to-end, cloud-driven networking solutions and rely on our top-rated services and support to accelerate their digital transformation efforts and deliver progress like never before and with double digit growth year over year, no provider is better positioned to deliver better outcomes on scale, than Extreme.

We believe in “walking the walk” of our strong core values which enable us to successfully advance together. Diversity and Inclusion is a vital part of our values and beliefs, and we’re proud to foster an environment where every Extreme employee can thrive.

Come become part of something big with us! We are a global leader, with hubs in Europe, North America, South America, Asia Pacific, and the Middle East.

THE ROLE – Manage Midsize and Small Partners

Has to develop relationships at various levels within assigned partners and further develop them and has to collaborate with the rest of the Sales team and technical delivery teams to bring our partners and customers the best solutions from across Extreme solutions and Services Portfolio

Has to guide new onboarded channels through our NOAR process, find new potential partners for growing regional strategy and develop relationships at various levels within them; has to align with the rest of sales team and technical delivery teams to bring our partners and customers the best solutions from across Extreme solutions and Services Portfolio 

• Align channel strategy with regional sales goals and sales team to increase revenue in assigned territory 
• Assigned partners to prioritize tasks for growing strategy in assigned region. Track top performing partners for regional grow, build and align relation with them. Align business plan with regular (quarterly) review of goals and action plans. Ensure day-to-day visibility and timely response within their accounts and build relationship within partner's organization.  
• Acquisition of partners; Working with regional teams to identify the gap in channel coverage; lead the onboarding process of new potential partners supported by another Extreme functional teams and local distribution 
• Evangelize the Proposition; align partners with Extreme strategy and solutions; host regular updates, conference calls, events, activities for channel partners to review new Extreme Networks product or programs, updates, trainings concerns, marketing activities and any concerns that need to be addressed supported by sales and technical resources
• Closing sales together with sales team in assigned opportunities; mapping partners against opportunities, tracking longtail pipeline together with distributors and distribution team, handling forecast for assigned tracking criteria 
• Guidance as primary internal Extreme contact person with another Extreme teams regarding escalations and issues, RMAs, services, sales tool development, trainings, order operations, etc.
• Partner program ambassador; utilize available programs and initiatives, organize regular updates for channels in assigned territory together with partner program team  
• Ensure partners compliancy and enablement regarding partner program
• Develop sales pipeline and channel capability using available Extreme development funds; execute marketing plans together with regional marketing manager to promote Extreme Network and regional goals 
• Coordinate and track all major channel activities in assigned territory  
• Regional channel librarian – day-to-day resource for partner communication and updates, assign their request to proper Extreme resources 
• 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.  

• Ability to grade and identify partners with the highest potential to growth
• Capability to drive the partner’s journey towards the Autonomous Partner
• Ability to build a trusted and strong relation with the top performing partners and distributors
• Organize QBR’s and align business plans with the 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 ( pag.5, chapter 7)
• Partner enablement and “Welcome New Partners” webinars
• Re-Engagement process on the defined Dormant partner in your region  

• 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