Distribution Partner Account Manager

Overview

Drive authorized (non-named) distribution partner development across India, managing distributor relationships, partner enablement and operational processes for Extreme Networks.

What you'll do

• Drive authorized (non-named) partner development via distribution and develop independence in operational functions.
• Align and support RD strategy and partner with regional PAM to realize the authorized potential of the territory.
• Manage a consistent set of KPIs with regards to operational excellence and transacting reseller development.
• Participate in Quarterly Business Reviews with distributor as well as QMR and QOR, if required.
• Support the operational requirements of the distribution partner and Extreme, including pipeline development (cross-sell and up-sell).
• Train and develop distribution processes to facilitate streamlined, low touch and automated approach.
• Share best practices and initiatives, and cover colleague absences when appropriate.
• Support the execution of consistent local plans to maximize and measure regional non-named authorized reseller performance.
• Own ongoing new reseller qualification and next steps development plan creation with distribution.
• Analyze and monitor regular reseller landscape progress in distribution plan development, including new, dormant, potential and existing resellers.
• Liaise with the wider team to drive opportunities in the respective reseller focus base.
• Multi-level peer with all distribution entities in the region and be first point of contact for operational tools/processes (e.g., CSS) and authorized reseller enquiries.
• Ensure the local distribution landscape is fit for purpose and make recommendations accordingly.
• Partner with the distributor and Extreme channel marketing team to execute strategic marketing programs and activities.
• Support the enablement of local Reseller Partner Program competency via distribution teams and BDMs.
• Support operational requirements of distribution and resellers.
• Ensure distributors are aware of cross company/product updates, promotions and the local approach to take.
• Drive distribution programs, knowledge and efficiencies, including distribution programs and business planning, promotions, quoting and discounting, deal registration, POS process, inventory and backlog reconciliation, and stock awareness.
• Partner closely with Sales, Systems Engineering, Marketing, Professional Services, Product Management and other functional teams.
• Act as the voice of the distribution community across India.
• Support regional partner events, executive briefings, roadshows and workshops.
• Provide structured feedback from partners to improve products, tools, programs and processes.
• Collaborate with distributors and strategic alliance partners to drive scalable growth motions.

What you'll need

• Bachelor's degree or equivalent experience.
• 5+ years' experience in Channel Sales, Partner Programs and Sales Operations.
• Strong understanding of Distribution Sales and Operations.
• Excellent communication, facilitation and relationship-building skills.
• Ability to simplify complex concepts into repeatable and scalable partner motions.
• Experience working with indirect sales, channel partners, distributors or alliance ecosystems.
• Ability to work independently in a geographically dispersed environment.
• Familiarity with MEDDPICC, value selling or solution selling methodologies.
• Experience with learning platforms, CRM systems and channel management tools.

Details

• Location: Bangalore, India.