Partner Account Manager

The Partner Account Executive (PAM) manages, develops, and grows Extreme's relationships with distributors and partners to drive revenue growth. This role orchestrates internal resourcesincluding engineering, marketing, sales, and operationsto support partners and maximize pipeline, deal closure, and revenue. The PAM acts as a trusted advisor at all levels, from sales teams to CxOs.

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.