SR CHANNEL ACCOUNT EXECUTIVE

Build training plans: Develop partner training plans to meet certification requirements

Develop Services practice: Understand & communicate the Extreme services model to assure clean after-sales deployment and customer/partner satisfaction on a long-term basis.

Field sales support: Define and direct Extreme Networks sales and network consultant field resources to support each partner in an individualised/optimised way.

Operational Decision Making - Managing complex decision-making processes; securing relevant information and identifying key issues. Committing to action after developing an alternative plan of action, which takes into consideration resources, constraints, culture and organizational needs

Business & Technical Knowledge - Understanding and utilising economic, financial, and industry data to accurately diagnose business strengths and weaknesses; identifying key issues and developing strategies and plans.

Partner/External Customer Orientation - Cultivating strategic partner relationships, internal or external, ensuring that the customer perspective is the driving force behind all value-added business activities. Translate key marketing messages to the needs of Business and IT executive audiences.

Executive Disposition - Conveying an image that is consistent with the organisation’s values; demonstrating quality, trust and channel knowledge that commands leadership respect.

PAM Requirements: - Business-related degree or related experience

• The candidate needs to show confidence and enthusiastic disposition, able to win partners trust, ability to think purple and sell through the dominance of a market leader in some situations.
• 10 years of sales/channel experience with demonstrated success in winning new channel partners and growing existing channel partners in the data centre/cloud and storage networking arena (referenceable)

-Proven track record in collaborative development of strategic account plans, tracking/monitoring progress internally and with the partner

• A track record of success pushing and pulling products, solutions & services via a tier 2 channel in the IT industry. Ideally, this success should have come while working in a start-up or in a highly competitive environment against established leaders.
• Strong creative nature with ideas for the local Extreme Networks team in terms of alternate promotion, program, seminars, exhibition or other sales/marketing tools which help the region and organisation to create revenue.
• Demonstrated ability to produce high-quality results working self-sufficiently and independently in a region with limited local support infrastructure. Good organization skills required. Strong prioritisation management is critical.
• A strong network of established relationships within the local partner landscape and networking/storage,e and cloud arena is critical.
• Exceptional communication & negotiation skills towards managing director, sales and account management level as well as systems engineering at the local channel partner side are important.
• Ability to operate in a matrix environment by influencing the regional direct touch teams and leadership, and the global channel team.
• An experienced background or strong skill set in transmitting advanced technology differentiators into channel partner & customer benefits aligned with their business model and demands: Solution Selling.…