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THE ROLE – Manage Midsize and Small Partners
Has to develop relationships at various levels within assigned partners and further develop them and has to collaborate with the rest of the Sales team and technical delivery teams to bring our partners and customers the best solutions from across Extreme solutions and Services PortfolioHas to guide new onboarded channels through our NOAR process, find new potential partners for growing regional strategy and develop relationships at various levels within them; has to align with the rest of sales team and technical delivery teams to bring our partners and customers the best solutions from across Extreme solutions and Services Portfolio ROLE RESPONSIBILITIESAlign channel strategy with regional sales goals and sales team to increase revenue in assigned territory Assigned partners to prioritize tasks for growing strategy in assigned region. Track top performing partners for regional grow, build and align relation with them. Align business plan with regular (quarterly) review of goals and action plans. Ensure day-to-day visibility and timely response within their accounts and build relationship within partner's organization.  Acquisition of partners; Working with regional teams to identify the gap in channel coverage; lead the onboarding process of new potential partners supported by another Extreme functional teams and local distribution Evangelize the Proposition; align partners with Extreme strategy and solutions; host regular updates, conference calls, events, activities for channel partners to review new Extreme Networks product or programs, updates, trainings concerns, marketing activities and any concerns that need to be addressed supported by sales and technical resourcesClosing sales together with sales team in assigned opportunities; mapping partners against opportunities, tracking longtail pipeline together with distributors and distribution team, handling forecast for assigned tracking criteria Guidance as primary internal Extreme contact person with another Extreme teams regarding escalations and issues, RMAs, services, sales tool development, trainings, order operations, etc.Partner program ambassador; utilize available programs and initiatives, organize regular updates for channels in assigned territory together with partner program team  Ensure partners compliancy and enablement regarding partner programDevelop sales pipeline and channel capability using available Extreme development funds; execute marketing plans together with regional marketing manager to promote Extreme Network and regional goals Coordinate and track all major channel activities in assigned territory  Regional channel librarian – day-to-day resource for partner communication and updates, assign their request to proper Extreme resources Distribution alliance together with distribution team to support channels via aligned distribution strategy in assigned regionDrive our rules of Engagement with Channel Partners’ to/from, Inside Sales, Account executives, System engineers and others as appropriate internally and within the partner.  CORE SKILLS Ability to grade and identify partners with the highest potential to growthCapability to drive the partner’s journey towards the Autonomous PartnerAbility to build a trusted and strong relation with the top performing partners and distributorsOrganize QBR’s and align business plans with the top performing partnersManaging expectations between partners, sales team and DistributionStrong presentation skills in positioning Extreme’s value propositions.Leverage internal tools ( Clari, SFDC, Tableau..) to analyze data and track consistency with the planChannel Forecasting ( pag.5, chapter 7)Partner enablement and “Welcome New Partners” webinarsRe-Engagement process on the defined Dormant partner in your region  Strong Polish language skillsMETRICS Assigned Partners performance: Revenue achievement as per Partner AOPAssigned Partners total pipeline growthMarketing excellence: MDF Usage, Pipeline creation, Nurturing and reportingTraining and enablement: Certification Autonomous Partner: DR level, Quote from partners (Iris), Channel Self-Service tool usagePersonal development: Dojo points / Belt achievementNumbers of IgniteTech / IgniteSales: Technical and Sales people from partners joining & following to Ignite community#LI-Remote