CHANNEL ACCOUNT MANAGER

Job description

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. Junior Partner Account Manager – New Delhi, NCR Extreme Networks | Sales – Channel/Partner Sales | New Delhi, NCR, India | | | | --- | --- | | Job Title | Junior Partner Account Manager (PAM) | | Company | Extreme Networks | | Location | New Delhi, NCR, India | | Department | Sales – Channel/Partner Sales | | Experience | 5–6 years | | Employment Type | Full-time | | Reports To | Senior / Regional Partner Account Manager | About Extreme Networks Extreme Networks, Inc. (Nasdaq: EXTR) creates effortless networking experiences that enable all of us to advance. We push the boundaries of technology, leveraging the power of cloud, AI, machine learning, 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. Inclusion is one of our core values, and we are committed to fostering a workplace where every employee thrives because of their differences, not in spite of them. Role Summary We are looking for a Junior Partner Account Manager (PAM) to own and grow a defined portfolio of channel partners — VARs, Systems Integrators, and Distributors — across New Delhi, NCR, and the wider North India territory. You will primarily cover the Delhi-NCR partner base, with coordination support for adjacent North India markets as needed. You will be the day-to-day face of Extreme Networks for your partners: building joint business plans, driving partner-sourced pipeline and revenue, running enablement and certification programs, and working closely with field sales, systems engineering, and marketing to help partners win with Extreme's switching, wireless, data centre, and cloud-driven (AI Ops) networking portfolio. This role reports to a Senior/Regional Partner Account Manager and is a strong next step for a channel professional ready to own a territory. Key Responsibilities - Own the partner portfolio: manage and grow relationships with a named set of channel partners in your territory, acting as their primary point of contact into Extreme Networks. - Build joint business plans: work with each partner to set revenue targets, marketing activities, training/certification milestones, and forecasts, and review progress on a regular cadence. - Drive pipeline and revenue: generate and support partner-sourced opportunities — deal registration, quoting, proposal support, and closure — in coordination with Extreme's field sales and systems engineering teams. - Recruit and onboard new partners: identify high-quality resellers and SIs currently selling competitive networking brands and bring them into the Extreme partner ecosystem. - Enable and certify partners: run onboarding, sales and technical training, and certification plans so partner teams can confidently position and sell Extreme solutions. - Manage distribution: coordinate with distributors on stock availability, order fulfilment, and issue resolution to keep partner deals moving. - Run local marketing and MDF programs: plan partner events, seminars, and campaigns, and track Marketing Development Fund (MDF) utilisation and ROI. - Report and forecast: maintain accurate partner activity, pipeline, and forecast data in CRM (Salesforce), and provide visibility to regional leadership. - Resolve conflicts: flag and help resolve partner or pricing conflicts quickly, escalating to senior stakeholders where needed. What You Bring - Experience: 5–6 years of overall experience in channel sales, partner account management, or IT/networking distribution, ideally with a networking, IT infrastructure, or telecom OEM/vendor. - Local partner network: you already have a working, current understanding of the Delhi-NCR channel landscape — the active VARs, SIs, and distributors selling networking, wireless, and data centre solutions into North India's enterprise, government/PSU, and BFSI accounts — and existing relationships you can bring to the role. - Industry background: prior exposure managing or supporting partners for a networking OEM (e.g. Cisco, HPE Aruba, Juniper, Fortinet, Arista, Ruijie, D-Link, or similar) is strongly preferred. - Technical grounding: working knowledge of core networking technologies — LAN/WAN, wireless, switching, routing, SD-WAN, network security, or cloud-managed networking. - Track record: demonstrated success meeting or exceeding partner-sourced pipeline and revenue targets. - Relationship & negotiation skills: ability to build trust and influence at partner Owner/MD, sales, and technical stakeholder levels. - Programs & tools: hands-on experience with joint business plans, MDF programs, and partner certification/enablement plans; comfortable with Salesforce (or similar CRM) and MS Excel/PowerPoint for reporting. - Mobility: willingness to travel locally within the New Delhi, NCR, and the wider North India territory for partner visits, reviews, and events. - Way of working: self-motivated, organised, and comfortable operating independently with limited local support infrastructure. - Education: bachelor's degree in business, engineering, or a related field (or equivalent practical experience). Good to Have - Existing relationships with Delhi-NCR-based Tier 1/Tier 2 networking resellers and national distributors. - Exposure to Government/PSU tendering (including GeM) and BFSI or education-sector accounts common to the North India market. - Familiarity with competitive partner programs (Cisco Select/Gold, HPE Aruba Partner Ready, Juniper Partner Advantage, Fortinet Engage). What We Offer - A clear growth path toward Senior Partner Account Manager / Regional Channel Manager roles.