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.
We believe in “walking the walk” of our strong core values, which enable us to advance successfully together. Diversity and inclusion are vital parts of our values and beliefs, and we’re proud to foster an environment where every Extreme employee can thrive.
Become part of Something big with Extreme! As a global networking leader, learn why there’s no better time to join the Extreme team.
Description: Extreme Networks is looking for a Channel Marketing Specialist to plan and support the implementation of Extreme strategies that drive demand and lead generation, enablement and brand awareness to and through our EMEA Distributors and the high growth potential resellers they support.
This role will drive the strategic execution of EMEA Pod initiatives (Regional cross-functional teams), with a focus on distributor-led impact at the ground level. As the scale engine for EMEA, Distribution is critical to ensuring investments align with regional strategy, are assessed through business intelligence, and tracked to measurable outcomes. These responsibilities are fully owned by this role.
A key charter is to lead initiatives that are focused on accelerating growth via high-potential VARs, SIs, and MSPs. The current program is designed to incentivize certifications, build a strong new logo pipeline, and drive new logo bookings in alignment with regional channel priorities.
Impact will be measured through KPIs tied to the number of target partners and end users engaged in distributor-led activities, as well as the resulting funnel and bookings attributed to targeted partners.
Primary duties include developing impactful marketing plans that align to corporate objectives, leverage MDF, managing Distributor budgets and programs, reporting against these plans, and increasing the quality and strategic alignment of these initiatives. Secondary responsibilities include ongoing field communications, best practice-sharing and the opportunity to support wider initiatives such as Distributor Advisory Councils and Extreme corporate events.
Responsibilities
- Representing the Extreme Marketing organisation, working embedded within the EMEA Distribution Sales team to coordinate growth expectations for our EMEA Distributors that align with Extreme’s geographic and regional goals.
- Engage cross-functionally with Extreme enablement, communications and other teams to marshal resources and maximise efficacy of planned initiatives
- Lead the development and evolution of the annual EMEA Distribution Marketing strategy, aligned to the EMEA Distribution and Channel business goals.
- Develop bi-annual marketing strategies and plans with Distributors that align with Extreme business goals and drive growth through agreed partners.
- Aggregate and review plans with a holistic view to ensure alignment across regions and countries.
- Coordinate and align regional and central plans, ensuring that local teams and (Distribution) partners are engaged and informed.
- Develop new, creative ways to generate awareness and relevance within our Distributors that further promote the Extreme Networks brand and solutions.
- Effectively interpret and socialise the impact and attribution of the Distribution initiatives both internally and with the respective Distributors to understand performance of the investments
- Leverage data to drive investment decisions, for example focus partner bookings, funnel and Distributor/Partner potential.
- Act as the Marketing ‘Subject Matter Expert’ for Extreme Networks for the EMEA Distribution Sales team, and with our Distributors.
- Strategically leverage global campaigns, programs, and product messaging for our Distributors to utilize.
Key Performance Indicators
- Facilitate marketing initiatives via Distribution which increase net new customer bookings via agreed partners by 15% YoY and increase funnel by 15% YoY.
- Measure and report on the growth in funnel and bookings attributed to Distribution marketing efforts.
- Measure and report on the growth of Extreme Platform ONE new customer funnel and bookings via agreed partners.
- Fully utilize each quarter’s budget allocation through investment into agreed initiatives.
- Lead Generation: dedicate 80% of investments to lead generation activities such as events (physical and virtual), sales incentives, and integrated sales and marketing campaigns.
- Enablement: dedicate 15% of investments to enablement activities through recruitment/training events and distributor sales programs.
- Brand Awareness: dedicate 5% of efforts towards activities to enhance brand visibility.
- Training and Certification: track growth in the completion of professional courses and certifications by the agreed partners.
Skill Set / Experience
- 2-5 years of experience in business-to-business technology channel marketing, ideally for an enterprise software company.
- Channel demand and (Distribution) partner management experience: can demonstrate experience of working with large Distributors as well as VARs, SIs, MS(S)Ps, managing and coordinating joint marketing initiatives, representing multiple stakeholders, and balancing expectations/interests.
- Strong team player with initiative, a positive attitude, and proven ability to excel in a fast-paced environment.
- Sees constant change as a given, and an opportunity, rather than a threat.
- Ability to aggregate and review plans with a holistic view to ensure alignment across regions and countries.
- Experience in coordinating and aligning regional and central plans, ensuring that local teams and partners are engaged and informed.
- Proven creative ability and resourcefulness in generating new ideas and solving problems – must have a ‘get it done’ mentality.
- Operationally minded with the ability to create logical and efficient processes.
- Experience with common platforms such as Salesforce, Tableau, Smartsheet and similar, content management platforms and process/project management platforms.
- Excellent oral presentation and written communication skills as well as the ability to form strong relationships with Sales and act as a true business partner.
- Detail-oriented with strong program and project management skills.
Travel Requirements
- The role will require occasional domestic and international travel for the purposes of quarterly business planning and required events and meetings.
