Director - Global Accounts Programs and Processes

Operations Ireland


Director - Global Accounts Programs and Processes

There has never been a better time to join Extreme, after three acquisitions extending our portfolio and go to market strategy, we have seen enormous opportunity and growth within the regions. Aside from being a Technology Leader in the Gartner Magic Quadrant, we also adamantly promote an internal culture that truly embraces diversity, inclusion and equality in the workplace. Having Diversity and Inclusion as part of our core values and beliefs, we’re proud to foster an environment where every Extreme employee can thrive because of their differences, not despite them. 

 ABOUT THE ROLE

The Director - Global Accounts Programs and Processes occupies a multi-faceted and high-visibility role. This highly skilled and versatile individual will create and manage a series of programs in support of an overall “Extreme-Go-Global” program and work hand-in-hand with Sales AEs, Customer Support, Geo SVPs and others to build consensus around the organization and identify and obtain resources. The role is structured around 3 key symbiotic initiatives:

Global Channel Programs:

  • Enable selected partners to sell our solutions regionally or globally. In doing so, the individual will play a critical role in the growth of these partners with Extreme, and in creating long-lasting strategic relationships with these partners.
  • With an eye in international expansion of the selected partners, this individual needs to be intimately aware of the established business, pipeline and potential of each partner by working closely with Channel Account Managers and the Global Channel Operations team.
  • This role is not directly responsible for the individual sales execution yet it will be partially compensated on MBOs tied to the international sales expansion of selected Partners.

 

Key End Customer Accounts:

  • Global End Customer Accounts: Be the steward of the Global Accounts Program, ensuring that Global Accounts have the right visibility, are structured and are measured consistently and have systematic processes that allow for faster-than-market growth.
  • Key Account Offerings: Develop a menu of offers for Key Accounts such as Global Pricing, Priority Inventory Access, White Glove support, etc.
  • Executive Sponsorship Programs: Continue developing the existing Executive Sponsorship Program to ensure all key accounts have the strategic support they deserve at the highest levels of the organization. Implement a cadence of events to ensure appropriate awareness of threats and opportunities to those accounts and corresponding allocation of resources as needed.

KEY JOB DUTIES

  • Engage the right internal resources to ensure a white-glove experience on quoting, ordering and entitlement for critical global opportunities.
  • Determine and report to Executive management on program success metrics,
  • Act as key liaison between different departments to ensure the “ball is never dropped” when working with key end customer or channel accounts.
  • Identify and remove all Extreme internal obstacles and help Partners navigate Extreme’s Partner Program, certification requirements and system enablement.
  • Help establish critical relationships between “in-program” Partners and local Distributors, partners, agents and other entities.
  • Work with a set of Distributors to provide Global/regional consistent buying experience for the partners, and help “in-program” partners meet the requirements of said distributors.
  • Identify legal and regulatory requirements and Champion to the business what is required to engage, enable, and equip key partners to be successful and scale quickly, efficiently and effectively with our solutions to their customers.

 

EXPERIENCE

  • Excellent communication skills (written, verbal and presentation skills) to provide clear, concise and actionable information,
  • Sales operations, planning, and analysis experience a must
  • Prior sales or business development experience a plus but not required.
  • Partner – facing experience, including the ability to interact with senior partner leadership to define/align strategic objectives, identify bottlenecks, work on resolution.
  • Demonstrated capacity to work cross-functionally and drive enterprise-wide initiatives that require the alignment of multiple groups.
  • Strong organizational skills with the ability to manage multiple concurrent projects,
  • Self-starter, able to establish own priorities, initiatives and drive to closure,
  • Works well under pressure of heavy workload and time constraints,
  • Four-year undergraduate degree in Business Administration, Finance, or related field.

 

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.