Distribution Partner Account Manager’
Quarterback for the Disti relationships in an RD region . Ensures distributor activity aligns with the RD objectives and to the VSEM.
•Drives corporate sales out revenue including named partners with deep focus on the Longtail of resellers. Additional sell in focus
•Manages regional / local Distributor accounts to support growth of Distributors and Distribution managed partner base
•Reports to the GEO Distribution Director as part of a Global Distribution organization
•Stakeholders Central DPAM, iDPAM , GEO RDs, Channel Leaders, PAMs, Field Sales, Service Team, aligned SEs, Disti Ops, OM, Finance, RevRec , Supply Chain and Legal team
Own the C Level relationship with all disti entities in region
•Build and execute a set of consistent local plans to maximize and measure regional disti longtail performance , reflecting Strategic DPAM plan where relevant
- Align to RD and Channel Leader to realize the Longtail potential of the region
• Manage a consistent set of KPIs
•Enable Cloud capability into and through Disti
•Lead contractual and other operational negotiations
•Ensure Disti landscape is fit for purpose and make recommendations accordingly
•Partner with distributor and Extreme channel marketing team to execute strategic marketing programs and activities
•Lead Quarterly Business Reviews with distributor as well as QMR and QOR.
•Evaluate and enable Disti Partner Program compliance , including competence
•Participate in setting quarterly Value Incentive Rebate targets and attainment tracking
•Proactively manage MDF approvals and spend in alignment with the plan.
•Share best practices and initiatives, cover colleague absences when appropriate and maintain continuity of business plan for own accounts with colleagues