Distribution Partner Account Manager
The Distribution Partner Account Manager (DPAM) primary role is to drive corporate revenue and revenue growth with APJC Distribution partners, through collaborative development and execution of a strategic account plan, focused sell-
out. The capability to change disti behaviour and help them to scale quickly to create incremental revenue streams from building blocks is crucial.
The DPAM will develop and implement joint business plans with their Disti partner(s) in all relevant countries, to create customer / reseller opportunity and add value to their business.
Other expectations of the role include : coordinating & managing specialization and certification levels; pipeline and forecast management;
Sales planning; Marketing planning to support the business plan; ensuring the smooth running of, and attendance at, relevant events;
creating initiatives to increment revenues; executing on a resilient training plan, both to and through Disti, to ensure effective skills exist in channels to support business objectives;
aligning Disti activity to the business plans of the Extreme Global and APJC executive plans. The role requires a proven self starter and C-
level influencer as well as someone with exceptional sales skills. The successful candidate will already have a deep knowledge and experience of working with distis across APJC, including a track record of relevant successes, will have built key executive relationships and will be based in Singapore.
Establish, develop and maintain sales relationships with assigned Extreme Distributors at all levels including C-Level.
Focus efforts on ensuring Distributors are aligned with Extreme’s strategy and Global Distribution Partner Program.
Partner with distributor and Extreme channel marketing team to execute strategic marketing programs and activities
Ensure channel partner enablement capabilities through Distributors (recruitment, onboarding, enablement and growth)
Lead Quarterly Business Reviews with distributors
Evaluate and enable distis’ technical readiness (solutions, product, quality of service) .
Ensure that the appropriate business resources are engaged for project scoping, development, and go-live activities including communication plans, training plans, and support plans.
Monitor distributor bookings, shipment and invoices to ensure timely book-to-bill processes.
Act as point of escalation for urgent shipping needs through Distributor, and any other issues
Review inventory recommendations by Extreme operations and work with Distributor to ensure inventory investments and profile are appropriate
Assist in POS accuracy and reporting resolution where needed
Provide Scorecard management with Distributors and regional teams
Proactively manage MDF approvals and spend in alignment with the plan in conjunction with Marketing
Specific Knowledge / Skills :
Fluent English / Business English
Pan-APJC experience preferred but not essential
Peer with customers and colleagues at all levels
Experience in enabling market growth with the Distribution Channel
Ability to manage multiple customer and Extreme stakeholder relationships
Ability to run virtual teams
Ability to succinctly convey Extreme messages and strategy, through presentations or training events, to Disti, reseller & customer audiences
Experience selling or interacting with reseller partners / and or customers
Demonstrated knowledge of a process for managing a large territory, including demand generation, partner development, forecasting and quota attainment.
Must be an aggressive self-starter with ability to articulate Extreme Networks product and business strategies, and create the demand to grow Distribution revenues and develop business mindshare.
Proven written and verbal communication skills
Strong presentation skills
Ability to apply structured problem solving
Channel Operations and / or Sales Operations Experience working with Enterprise class ERP, Customer Management, and Partner Management Systems
Candidate Requirements : Candidate Requirements
Degree level education and / or equivalent relevant business experience
An optimistic, confident and enthusiastic attitude with a progressive and pragmatic approach to achieving goals
Self-starter and team player
Solution Selling skills
Ability to work in a small team with a willingness to scale to demands and tasks outside the above, often out-of-hours.
Able and willing to travel regularly across the APJC region (some global travel)