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Over 50,000 customers globally trust our end-to-end, cloud-driven networking solutions and rely on our top-rated services and support to accelerate their digital transformation efforts and deliver progress like never before and with double digit growth year over year, no provider is better positioned to deliver better outcomes on scale, than Extreme.
We believe in “walking the walk” of our strong core values which enable us to successfully advance together. Diversity and Inclusion is a vital part of our values and beliefs, and we’re proud to foster an environment where every Extreme employee can thrive.
Come become part of something big with us! We are a global leader, with hubs in North America, South America, Asia Pacific, Europe, and the Middle East.
Director of Channel Sales - MUST LIVE ON EASTCOAST
General Description and Overall Objectives
The Director of Channel Sales is responsible for managing and developing relationships with Extreme’s channel partners to help drive recruitment, opportunity creation, sales, and revenue growth. The Director of Channel Sales will be responsible for leading a team of Partner Account Managers tasked with building and maintaining close relationships with partners in their geographies.In addition to managing the overall partnerships, they will work closely with sales teams, marketing, operations, and other internal departments to help align priorities. The channel team's primary responsibility is to ensure Extreme partners are knowledgeable, driven, and successful at delivering our solutions to their customers and prospects.
The ideal candidate will have experience managing channel sales teams, experience in working in multiple channels, developing and executing channel sales strategies, and achieving sales targets. The Director of Channel Sales will provide clarity to their teams, generate energy, and deliver success.
Duties & Responsibilities
Develop and execute channel sales strategies to increase market share and revenue growth within the channel territory
Create and manage relationships with key partners while developing new business opportunities
Train and enable channel partners on effective selling techniques, product positioning, and value proposition
Monitor competitor activity and keep abreast of industry trends to identify new business opportunities
Collaborate with internal teams (e.g., marketing, sales, engineering) to develop go-to-market strategies and drive demand generation initiatives
Prepare and deliver presentations to channel partners
Manage channel team and partner performance against defined KPIs and objectives
Provide input into the development of channel programs, policies, and procedures
Maintain accurate forecasting and pipeline reporting
Work with team to create a targeted approach to recruiting
Interact regularly with channel partners to ensure partners are knowledgeable about Extreme’s products, rules of engagement, and operating procedures.
Provide accurate forecasting of business opportunities, monitor sales activities, and provide reports on channel business activities.
Work closely with sales teams to ensure goals and strategies for territory growth are aligned.
Participate in Quarterly Business Reviews with top performing partners.
· Conduct face-to-face meetings with partners to discuss business plans, industry trends and conduct check-ups.
10+ years in sales leadership roles, with a proven track record of success
Experience developing and executing channel sales strategy
Experience in working with different channel partners (Resellers, MSPs, Agents, Service Providers)
Strong understanding of the channel sales process, including both 1 tier and 2 tier models
Excellent communication, leadership, negotiation, and presentation skills
Ability to travel to partner sites and events
BA/BS degree from a four-year College or university
Strong track record of recruiting, developing, and retaining a high performing Channel sales organization
· Must be able to relate to all levels of management and employees with ease and enthusiasm
· Excellent oral/written communications skills are necessary.
· Ability to interact with and deliver solutions to an executive audience
· Works Well with Others: Listens and communicates well with others within and outside of company. Creates a team environment that is positive and productive.
· Leads Courageously: Takes personal responsibility to do the right thing and persists in times of challenge or uncertainty. Adapts quickly to change and makes timely, thoughtful decisions
· Develops Continuously: Continuously seek opportunities to improve self and others. Leads with trust, honesty, and commitment to hire, coach, and develop partners to achieve their potential.
· Achieves Results: Understands what drives overall business success and is accountable to prioritize and deliver quality results. Demonstrates knowledge of core products and processes to get results.
· Anticipates obstacles and takes action to prevent or minimize their impact.
Extreme Networks, Inc. (EXTR
) creates effortless networking experiences that enable all of us to advance. We push the boundaries of technology leveraging the powers of machine learning, artificial intelligence, analytics, and automation. Over 50,000 customers globally trust our end-to-end, cloud-driven networking solutions and rely on our top-rated services and support to accelerate their digital transformation efforts and deliver progress like never before. For more information, visit Extreme's website
or follow us on Twitter, LinkedIn, and Facebook.
We encourage people from underrepresented groups to apply. Come Advance with us! In keeping with our values, no employee or applicant will face discrimination/harassment based on: race, color, ancestry, national origin, religion, age, gender, marital domestic partner status, sexual orientation, gender identity, disability status, or veteran status. Above and beyond discrimination/harassment based on “protected categories,” Extreme Networks also strives to prevent other, subtler forms of inappropriate behavior (e.g., stereotyping) from ever gaining a foothold in our organization. Whether blatant or hidden, barriers to success have no place at Extreme Networks.