Distribution Partner Account Manager – Nordics, Baltics & Eastern Europe

Extreme Networks represents a tremendous career challenge and personal growth opportunity. We’re a company of strong market standing, with proven technological capability, differentiators and the growth mindset to overachieve goals.

We also adamantly promote an internal culture that truly embraces diversity, inclusion and equality in the workplace. We’re proud to foster an environment where every Extreme employee can thrive because of their differences, not despite them.

Extreme’s EMEA distribution team stands out as one that fosters success in all aspects, from over-achieving sales targets to providing a first-class team culture.

We are recruiting for the role of Distribution Partner Account Manager (DPAM) responsible for our key Nordics, Baltics & Eastern Europe region. The DPAM is the ‘quarterback’ for the distributor (disti) relationship. Working closely with regional leaders plus 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 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 iDPAM, regional RD, Channel Leaders, PAMs, Field Sales, Services/Support Team, SE teams, Disti Ops, Order Management Team, Finance, RevRec, Supply Chain and Legal team.

The DPAM owns the C-Level relationship (and below) with all distributors in region 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 the 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 distributors 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 significant distribution management experience
• Relevant 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, AI and problem-solving skills
• An influencer and leader

OTE is on a 60/40 split and is based on qualifications and experience between 1.2 and 1.4 million OTE.

Fundamentally, the successful candidate will be someone who brings us something new, who embraces change, who is a great cultural fit, who leads virtual teams with passion and respect and who makes Extreme more relevant to our distributors whilst making our distributors more relevant to Extreme.