Partner Account Manager

trusted advisor

Key Responsibilities

• Build and maintain strong relationships with partners and distributors as the primary point of contact.
• Align partner strategy with regional sales goals to maximize revenue.
• Develop and execute channel strategy via business planning, enablement sessions, QBRs, and annual reviews.
• Identify gaps in channel coverage, acquire and onboard new partners, and ensure alignment with Extreme strategy.
• Evangelize Extreme's product and solution portfolio through events, training, and marketing activities.
• Coordinate and track channel initiatives, ensuring ROI on marketing funds and partner-led campaigns.
• Manage pipeline, forecasts, program compliance, and track KPIs including bookings, rebates, renewal rates, and NPS scores.
• Collaborate with internal teams to resolve escalations, RMAs, service issues, and operational challenges.
• Serve as a partner program ambassador, ensuring partner enablement, compliance, and alignment with rules of engagement.

Requirements & Skills

• 8+ years of sales/channel experience in the data center, cloud, or storage networking industry.
• Proven success in acquiring and growing new channel partners.
• Strong ability to build trusted relationships with top-performing partners and distributors.
• Demonstrated track record in business plan development, execution, and tracking.
• Experience driving product, solution, and service adoption via tier-2 channel partners.
• Exceptional communication, negotiation, and influencing skills across directors, account managers, and systems engineers.
• Ability to operate in a matrixed organization, aligning regional teams and global channel resources.
• Strong solution-selling capability and the ability to translate technology differentiators into partner and customer benefits.