Distribution Partner Account Manager- Dubai
There has never been a better time to join Extreme, after three acquisitions extending our portfolio and go to market strategy, we have seen enormous opportunity and growth within the regions.
Aside from being a Technology Leader in the Gartner Magic Quadrant, 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.
The Distribution Partner Account Manager (DPAM) is the quarterback’ for the Distributor (Disti) relationships in the region.
The DPAM ensures Distributor activity aligns with the Regional Director’s (RD) objectives and to the Business Plan of the International Distribution Team :
Drives corporate sales out revenue, including projects, but with deep focus on the longtail of resellers (with emphasis on Cloud and SaaS capability).
Also, sell-in focus to ensure inventory metrics are met.
Manages regional / local Distributor accounts to support growth of Distributors and distribution-managed partner base
Reports to the International Distribution Director as part of a Global Distribution organization
Stakeholders / Business Partners include Central DPAM, iDPAM, GEO RDs , Channel Leaders, PAMs, Field Sales, Service Team, aligned SEs, Disti Ops, Order Management Team, Finance, RevRec, Supply Chain and Legal team.
The DPAM owns the C-Level relationship with all Disti entities in region and manages these core responsibilities :
Builds and executes a set of consistent local plans to maximize and measure regional Disti longtail performance, reflecting central plan where relevant
Aligns to RD and Channel Leader to realize the longtail potential of the region
Manages a consistent set of KPIs
Enables Cloud capability into and through Disti
Leads contractual and other operational negotiations
Ensures Disti landscape is fit for purpose and makes recommendations accordingly
Partners with Distributor and Extreme channel Marketing team to execute strategic marketing programs and activities
Leads Quarterly Business Reviews with Distributor as well as QMR and QOR.
Evaluates and enables Disti Partner Program compliance, including competence.
Participates in setting quarterly Value Incentive Rebate targets and attainment tracking.
Proactively manages MDF approvals and spend in alignment with the 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 support team
Necessary skills will include :
Degree level education and / or equivalent relevant Distribution management experience
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 channel partner
Able and willing to travel regularly across the region (some global travel) including some out-of-hours working
Strong relationship-building, presentation, MS Excel and problem-solving skills
An influencer and leader