Distribution Partner Account Manager – Pan - emea Distributors

Distribution Partner Account Manager – Pan-EMEA Distributors

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 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