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 relevantAligns to RD and Channel Leader to realize the reseller development potential of the regionManages a consistent set of KPIsEnables cloud capability into and through distiLeads contractual and other operational negotiationsLeads inventory and stocking discussions to satisfy contractual / program minimums and other corporate objectivesManages a weekly bookings and POS forecast as well as stock rotation expectationsPartners with distributor and Extreme channel marketing team to execute strategic marketing programs and activitiesLeads Quarterly Business Planning (QBP) with distributor and stakeholdersEvaluates and enables disti partner program compliance, including competenceParticipates in setting quarterly Value Incentive Rebate (VIR) targets and attainment trackingProactively manages MDF approvals and spend in alignment with the business and marketing planShares best practices and initiatives, covers colleague absences when appropriate and maintains continuity of business plan for own accounts with colleaguesLeads a virtual team of iDPAM and other colleaguesNecessary skills will include:Degree level education and/or equivalent relevant distribution management experienceSome local language fluency as well as fluent EnglishAn optimistic, confident and enthusiastic attitude with a progressive and pragmatic approach to achieving goalsSelf-starter and team playerAn experienced background or strong solution selling skillset in transmitting advanced technology differentiators into the channelAble and willing to travel regularly across the region (some global travel) including some out-of-hours workingStrong relationship-building, presentation, MS Excel and problem-solving skillsAn influencer and leaderExtreme Networks, Inc. () 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's  or 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.