Senior Distribution Partner Account Manager

Over 50,000 customers globally trust our end-to-end, cloud-driven networking solutions. They rely on our top-rated services and support to accelerate their digital transformation efforts and deliver unprecedented progress. With double-digit growth year over year, no provider is better positioned to deliver scalable outcomes than Extreme.

Inclusion is one of our core values and in our DNA. We are committed to fostering an inclusive workplace that embraces our differences and creates an atmosphere where all our employees thrive because of their differences, not in spite of them.

Become part of Something big with Extreme! As a global networking leader, learn why there’s no better time to join the Extreme team.

Job Description

What you will do (Job Specific Details on the nature of the job and responsibilities).

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
• Influencing and leading

Compensation: This role has a market-competitive OTE with a range of €120-140k EUR. The posted range reflects the amount Extreme Networks reasonably and in good faith expects to pay for this role upon hire. This range is set using objective, gender-neutral criteria based on skills, experience, responsibility, and working conditions. Actual compensation offered will depend on the selected candidate's experience, qualifications, skills, and work location. This role is also eligible for commission on a 60/40 split and the full benefits package described below.

Benefits and Total Rewards:

Extreme Networks offers a comprehensive benefits package. Specific benefits vary by country and may include:

∙ Medical, dental, and vision insurance

∙ Flexible work schedules and work-from-home opportunities where role permits

∙ Paid time off, including open time off in eligible markets and statutory leave in all markets

∙ Paid holidays in accordance with local practice

∙ Retirement savings programs, including 401(k) matching in the United States

∙ Employee Stock Purchase Program, where eligible

∙ Adoption assistance and fertility treatment support, where eligible

∙ Flexible spending accounts, where eligible

∙ Employee assistance program

∙ Tuition reimbursement, where eligible

∙ Life and disability insurance

Benefits eligibility is based on country of employment, role, and employment status. Complete benefits detail will be provided during the interview process and in the formal offer of employment.

Equal Employment Opportunity

Extreme Networks, Inc. is an Equal Opportunity Employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran. We are committed to taking affirmative action to employ and advance in employment qualified protected veterans, including disabled veterans, recently separated veterans, active-duty wartime or campaign badge veterans, and Armed Forces service medal veterans.

Extreme Networks also strives to prevent other, subtler forms of inappropriate behavior (for example, stereotyping) from ever gaining a foothold in our organization. Whether blatant or hidden, barriers to success have no place at Extreme Networks. We encourage people from underrepresented groups to apply.

Fair chance and background checks

Extreme Networks will consider qualified applicants with criminal histories in a manner consistent with the California Fair Chance Act, Los Angeles Fair Chance Initiative for Hiring Ordinance, Los Angeles County Fair Chance Ordinance for Employers, Philadelphia Fair Criminal Record Screening Standards Ordinance, Illinois Human Rights Act, Cook County Human Rights Ordinance, Seattle Fair Chance Employment Ordinance, and the San Francisco Fair Chance Ordinance. An applicant's conviction history will not be considered until after a conditional offer of employment has been made. Following any individualized assessment, applicants will be provided with the opportunity to respond before any adverse action is taken.

Extreme Networks does not seek salary history information from applicants and will not rely on salary history in determining whether to offer employment or in setting compensation.

Reasonable accommodation

Extreme Networks is committed to providing reasonable accommodations to qualified applicants with disabilities throughout the application, interview, and hiring process. If you require a reasonable accommodation to participate in the application or interview process, please contact [insert contact email and phone]. All requests will be handled confidentially.

Use of artificial intelligence in hiring

Extreme Networks may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are made by humans. Applicants have the right to request human review of any automated decision affecting their candidacy and to request information about how their personal data is processed. To exercise these rights, please contact [insert contact email].

Data privacy

Personal data provided during the application process will be processed in accordance with Extreme Networks' Candidate Privacy Notice, which is available at https://www.extremenetworks.com/about-extreme-networks/company/legal/privacy-and-cookies-policy. For applicants in the European Economic Area, United Kingdom, and other jurisdictions with comparable data protection laws, the Candidate Privacy Notice describes your rights regarding your personal data.

About Extreme Networks

Extreme Networks, Inc. (NASDAQ: EXTR) creates effortless networking experiences that enable people and organizations to advance. We push the boundaries of technology by leveraging machine learning, artificial intelligence, analytics, and automation.

Learn more at www.extremenetworks.com, or follow us on LinkedIn, X, and Facebook.

Job Description Summary

Qualifications

Basic Requirements and Preferred Qualifications for the job.

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.

We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human oversight. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed —or to exercise any applicable privacy rights—please contact us at privacyinquiries@extremenetworks.com.

Our full privacy statement is available here:Privacy Statement

About Us

Over 50,000 customers globally trust our end-to-end, cloud-driven networking solutions. They rely on our top-rated services and support to accelerate their digital transformation efforts and deliver unprecedented progress. With double-digit growth year over year, no provider is better positioned to deliver scalable outcomes than Extreme.

Inclusion is one of our core values and in our DNA. We are committed to fostering an inclusive workplace that embraces our differences and creates an atmosphere where all our employees thrive because of their differences, not in spite of them.

Become part of Something big with Extreme! As a global networking leader, learn why there’s no better time to join the Extreme team.