Extreme Networks represents a tremendous career challenge and personal growth opportunity. We’re a company of strong market standing; with proven technological capability and differentiators; and the mindset to over-achieve goals.

We also adamantly promote an internal culture that truly embraces diversity, inclusion and equality in the workplace. Having diversity and Inclusion as part of our core values and beliefs, we’re proud to foster an environment where every Extreme employee can thrive

because

of their differences, not despite them.

Within Extreme Networks, the distribution team stands out as one that fosters success in all aspects, from chasing sales targets to providing a first class team culture.

We are recruiting for the role of Distribution Partner Account Manager (DPAM) responsible for a key pan-EMEA distribution partnership. The DPAM is the ‘quarterback’ for the distributor (disti) relationship. Working closely with regional teams and other stakeholders, the DPAM ensures distributor activity aligns with the business priorities of the EMEA and global distribution team and to our Regional Directors’ (RD) objectives.

The DPAM is fundamentally an experienced leader and influencer who….:

Reports to the Senior Director, EMEA Distribution as part of a global distribution organization;

Drives corporate sales out revenue with deep focus on disti-led high potential resellers to ensure a pipeline of new and emerging VARs and MSPs;

Maintains continuous sell-in focus to ensure disti inventory holding metrics are met;

Aligns with stakeholders / business partners including regional DPAM, iDPAM, GEO RDs , Channel Leaders, PAMs, Field Sales, Services/Support Team, aligned SEs, Disti Ops, Order Management Team, Finance, RevRec, Supply Chain and Legal team.

The DPAM owns the C-Level relationship (and down) with the distributor and manages these core responsibilities:

Builds and executes a plan to maximize and measure disti performance, reflecting local plans where relevant

Aligns to RD and Channel Leader to realize the reseller development potential of the region

Manages a consistent set of KPIs

Enables cloud capability into and through disti

Leads contractual and other operational negotiations

Leads inventory and stocking discussions to satisfy contractual / program minimums and other corporate objectives

Manages a weekly bookings and POS forecast as well as stock rotation expectations

Partners with distributor and Extreme channel marketing team to execute strategic marketing programs and activities

Leads Quarterly Business Planning (QBP) with distributor and stakeholders

Evaluates and enables disti partner program compliance, including competence

Participates in setting quarterly Value Incentive Rebate (VIR) targets and attainment tracking

Proactively manages MDF approvals and spend in alignment with the business and marketing plan

Shares best practices and initiatives, covers colleague absences when appropriate and maintains continuity of business plan for own accounts with colleagues

Leads a virtual team of iDPAM and other colleagues

Necessary skills will include:

Degree level education and/or equivalent relevant distribution management experience

Some local language fluency as well as fluent English

An optimistic, confident and enthusiastic attitude with a progressive and pragmatic approach to achieving goals

Self-starter and team player

An experienced background or strong solution selling skillset in transmitting advanced technology differentiators into the channel

Able and willing to travel regularly across the region (some global travel) including some out-of-hours working

Strong relationship-building, presentation, MS Excel and problem-solving skills

An influencer and leader

Additional Information

Extreme Networks, Inc. (EXTR) creates effortless networking experiences that enable all of us to advance. We push the boundaries of technology leveraging the powers of machine learning, artificial intelligence, analytics, and automation. 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. For more information, visit Extreme'swebsiteor follow us on Twitter, LinkedIn, and Facebook.

We encourage people from underrepresented groups to apply. Come Advance with us! In keeping with our values, no employee or applicant will face discrimination/harassment based on: race, color, ancestry, national origin, religion, age, gender, marital domestic partner status, sexual orientation, gender identity, disability status, or veteran status. Above and beyond discrimination/harassment based on “protected categories,” Extreme Networks also strives to prevent other, subtler forms of inappropriate behavior (e.g., stereotyping) from ever gaining a foothold in our organization. Whether blatant or hidden, barriers to success have no place at Extreme Networks.

Compensation

Extreme Networks

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Distribution Partner Account Manager – Pan-EMEA distributors

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Extreme Networks

Tired of Manually Applying to Jobs?

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Distribution Partner Account Manager – Pan-EMEA distributors

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