Junior Partner Account Manager

About the role

Extreme Networks is seeking a Junior Partner Account Manager (PAM) in New Delhi, NCR, India, to own and grow a defined portfolio of channel partners (VARs, Systems Integrators, and Distributors) across the Delhi-NCR and wider North India territory. Day-to-day, you will build joint business plans, drive partner-sourced pipeline and revenue, run enablement and certification programs, coordinate with distributors, and manage local marketing/MDF programs while reporting to a Senior/Regional Partner Account Manager. This is a full-time, hybrid role requiring local travel within the territory.

What you’ll do

• 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 engi
• 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.

What you’ll bring

• 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.
• Working, current understanding of the Delhi-NCR channel landscape — active VARs, SIs, and distributors selling networking, wireless, and data centre solutions into North India's enterprise, government
• 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.
• Working knowledge of core networking technologies — LAN/WAN, wireless, switching, routing, SD-WAN, network security, or cloud-managed networking.
• Demonstrated success meeting or exceeding partner-sourced pipeline and revenue targets.
• Ability to build trust and influence at partner Owner/MD, sales, and technical stakeholder levels.
• 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.
• Bachelor's degree in business, engineering, or a related field (or equivalent practical experience).

Nice 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).

Skills

Benefits

• A clear growth path toward Senior Partner Account Manager / Regional Channel Manager roles.
• Competitive base + variable (channel) incentive plan tied to partner-sourced revenue.
• Comprehensive health, accident, and life insurance benefits.
• Direct exposure to Extreme's full portfolio — switching, wireless, data centre, and AI-driven cloud management (ExtremeCloud IQ).

Education

bachelor's degree in business, engineering, or a related field (or equivalent practical experience).