Strategic Partner Marketing Manager – Americas Resellers

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Position: Strategic Partner Marketing Manager – Americas Resellers

Location: Remote (US Eastern or Central time zone)

Extreme Networks is seeking a Strategic Partners Marketing Manager to lead strategic partner marketing across the Americas reseller ecosystem, with a primary focus on US Nationals and other high-potential reseller relationships where marketing can materially influence pipeline, seller engagement, account access and revenue growth. This role is built around a smaller set of nationally strategic partner relationships, joint business plans, MDF investment strategy and senior stakeholder influence. The successful candidate will own the marketing relationship with assigned strategic partners, work closely with Channel Sales and Partner Account Managers, and bring a proactive point of view on where Extreme should invest, which partners are ready to be marketed with, and how joint activity should be shaped to drive measurable business outcomes.

Unlike the Regional Partners Marketing Manager role, which is designed to operationalize scalable partner programs across a broader regional partner base, this position requires deeper account-level ownership, more strategic investment judgement, stronger senior-stakeholder influence and greater accountability for building tailored partner growth motions. The focus is not simply helping PAMs and partners execute consistent activity at scale; it is shaping the marketing strategy for selected strategic partners, challenging reactive or proposal-led MDF spend, and turning partner relationships into clearer routes to market for Extreme priorities such as Platform ONE adoption, net-new logo growth, upmarket expansion, vertical plays and seller activation.

The role will require close collaboration with Channel Sales, Distribution Sales, Field Marketing, Partner Engagement, BDR, Marketing Operations, Demand Generation, Product Marketing, Sales Enablement and executive stakeholders. The ideal candidate will combine B2B channel marketing depth with commercial judgement, partner-facing confidence, data-led decision making, creativity and the ability to translate complex partner dynamics into practical, measurable marketing plans.

Key responsibilities:

• Own strategic partner marketing plans: Lead the development and execution of annual and 6-month partner marketing plans for assigned strategic partners, aligning each plan to joint business priorities, partner capabilities, Channel Sales objectives, Platform ONE adoption, net-new logo growth, vertical focus areas, seller activation and measurable pipeline or revenue outcomes.

• Shape partner investment strategy and MDF discipline: Manage MDF strategy, allocation, tracking and reporting for assigned strategic partners. Move investment decisions away from reactive, proposal-led spending and towards a proactive view of which partners, campaigns, events, enablement motions and account plays deserve investment based on readiness, expected impact, follow-up discipline and ROI indicators.

• Lead the marketing relationship with strategic partners: Own regular engagement with assigned partner marketing contacts, PAMs and relevant sales leaders. Build the relationship with enough depth to influence partner plans, bring Extreme-led ideas to the table, secure partner buy-in, and ensure activity is not simply funded by Extreme but actively supported and executed by the partner.

• Drive bespoke demand generation and ABM motions: Design and execute strategic partner campaigns, including ABM, digital, social, seller-led, event-based and vertical motions, where the partner can provide meaningful access to target accounts, sellers, solution areas or customer segments. Ensure campaigns are supported by clear audiences, follow-up plans, performance visibility and contact-level or account-level reporting wherever possible.

• Activate partner sellers and technical communities: Work with PMM, Sales Enablement, Channel Sales, Partner Experience and partner stakeholders to create seller activation, technical enablement and partner education initiatives that improve mindshare, increase partner productivity and help strategic partners position Extreme solutions with more confidence.

• Build partner advocacy and market presence: Create and support partner-facing, customer-facing and internal materials that help Extreme market to, through and about strategic partners. This may include partner web presence, advocacy pages, joint value propositions, case studies, playbooks, campaign content, webinars, presentations, executive briefings and partner success stories.

• Use data to steer partner strategy: Monitor partner performance, MDF spend, funnel creation, influenced or sourced pipeline, new logo activity, bookings indicators, campaign engagement, seller participation, lead follow-up and conversion signals. Use available reporting tools and qualitative partner insight to recommend where investment should increase, pause, shift or be redesigned.

• Represent strategic partners internally: Bring a clear, commercially grounded view of assigned partners into weekly, monthly, quarterly and executive review forums. Explain partner opportunity, investment rationale, risks, dependencies, results and next actions in a way that helps leadership make better decisions.

• Collaborate across distributor, regional and field motions: Identify where strategic partner plans should connect to distributor investments, regional POD priorities, field marketing activity, sales plays, BDR support, Partner First messaging and broader Americas demand generation priorities. Share approaches that can be adapted by regional or distributor teams without diluting the bespoke requirements of strategic partners.

• Improve partner marketing operating standards: Help define what good partner marketing looks like for strategic accounts, including marketing readiness criteria, expected partner contribution, lead-list and contact capture standards, campaign follow-up expectations, MDF proof-of-performance quality, reporting cadence and partner planning discipline.

• Support strategic reseller initiatives as needed: Support high-impact reseller activities beyond the assigned account list when they have strategic relevance to Americas Channel priorities, executive stakeholder needs or partner ecosystem growth, while maintaining focus on the core strategic partner portfolio.

Success measurements:

• Strategic partner marketing plans are completed, maintained and actively used for assigned partners, with clear alignment to Channel Sales priorities, partner business plans and agreed investment themes.

• MDF investment for assigned strategic partners is tied to specific business outcomes, partner readiness, agreed tactics, expected follow-up and measurable ROI indicators at both campaign and partnership level.

• Assigned partners demonstrate improved engagement with Extreme-led marketing priorities, including seller activation, Platform ONE messaging, vertical plays, ABM or account-based activity, advocacy, demand generation and partner-facing enablement.

• Monthly and quarterly reporting provides a clear view of partner activity, investment, pipeline indicators, contact capture, seller engagement, conversion signals, lessons learned and recommended adjustments.

• Strategic partner marketing is represented with a clear point of view in internal reviews, helping leadership understand where to double down, where to challenge partner requests, and where to redirect effort.

• Partner-facing activity is supported by stronger planning discipline, clearer success criteria, better follow-up expectations and a more consistent connection between marketing activity and commercial outcomes.

• Best practices, successful motions and lessons from strategic partners are shared with regional, distributor and field teams where they can improve broader partner marketing execution.

Requirements:

• Bachelor’s degree preferred, or equivalent practical experience.

• Min. 5 years of experience in channel, field, regional, partner, demand generation or B2B technology marketing. Experience in networking, SaaS, infrastructure, VAR, MSP, SI, reseller or distribution ecosystems is strongly preferred.

• Proven ability to build and execute strategic partner marketing plans that connect partner priorities, sales goals, marketing tactics, MDF investment and measurable business outcomes.

• Strong commercial judgement and confidence in challenging, shaping or redirecting partner activity when the expected business outcome, partner readiness or follow-up plan is not clear.

• Experience managing MDF, co-marketing investments, joint campaigns, partner events, ABM, seller activation, partner enablement, advocacy or account-based growth programs.

• Ability to influence senior stakeholders constructively, including Channel Sales leaders, PAMs, partner marketing contacts, partner sales leaders and internal marketing stakeholders.

• Creative and commercially minded, with the ability to develop partner-relevant ideas that are practical to execute, differentiated from status quo activity and grounded in clear target audiences, outcomes and measures.

• Metrics-aware and comfortable connecting marketing activity to sourced or influenced pipeline, funnel creation, conversion, bookings indicators, ROI, account engagement, seller participation and partner relationship health.

• Strong written and verbal communication skills, with the ability to turn complex partner dynamics into clear internal recommendations, partner-facing plans, executive-ready updates and concise reporting.

• Project management discipline, attention to detail, follow-through and comfort operating in a fast-moving, cross-functional environment with multiple partners, PAMs, stakeholders and investment decisions in motion at the same time.

• Familiarity with tools such as Salesforce, Marketo, Sigma, PRM/MDF platforms, partner portals, Microsoft 365 and AI-assisted productivity tools is desirable.

• Growth mindset, resilience and curiosity, with the ability to bring structure, data, creativity and pragmatic judgement to partner relationships that may vary significantly in maturity, scale and marketing capability.

Compensation: This role has a market-competitive salary with an anticipated base compensation range of 115,000-145,000 USD. The posted range reflects the amount Extreme Networks reasonably and in good faith expects to pay for this role upon hire. This range is set using objective, gender-neutral criteria based on skills, experience, responsibility, and working conditions. Actual compensation offered will depend on the selected candidate's experience, qualifications, skills, and work location.

Benefits and Total Rewards:

Extreme Networks offers a comprehensive benefits package. Specific benefits vary by country and may include:

• Medical, dental, and vision insurance

• Flexible work schedules and work-from-home opportunities where role permits

• Paid time off, including open time off in eligible markets and statutory leave in all markets

• Paid holidays in accordance with local practice

• Retirement savings programs, including 401(k) matching in the United States

• Employee Stock Purchase Program, where eligible

• Adoption assistance and fertility treatment support, where eligible

• Flexible spending accounts, where eligible

• Employee assistance program

• Tuition reimbursement, where eligible

• Life and disability insurance

Benefits eligibility is based on country of employment, role, and employment status. Complete benefits details will be provided during the interview process and in the formal offer of employment.

Equal Employment Opportunity

Extreme Networks, Inc. is an Equal Opportunity Employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran. We are committed to taking affirmative action to employ and advance in employment qualified protected veterans, including disabled veterans, recently separated veterans, active-duty wartime or campaign badge veterans, and Armed Forces service medal veterans.

Extreme Networks also strives to prevent other, subtler forms of inappropriate behavior (for example, stereotyping) from ever gaining a foothold in our organization. Whether blatant or hidden, barriers to success have no place at Extreme Networks. We encourage people from underrepresented groups to apply.

Fair chance and background checks

Extreme Networks will consider qualified applicants with criminal histories in a manner consistent with the California Fair Chance Act, Los Angeles Fair Chance Initiative for Hiring Ordinance, Los Angeles County Fair Chance Ordinance for Employers, Philadelphia Fair Criminal Record Screening Standards Ordinance, Illinois Human Rights Act, Cook County Human Rights Ordinance, Seattle Fair Chance Employment Ordinance, and the San Francisco Fair Chance Ordinance. An applicant's conviction history will not be considered until after a conditional offer of employment has been made. Following any individualized assessment, applicants will be provided with the opportunity to respond before any adverse action is taken.

Extreme Networks does not seek salary history information from applicants and will not rely on salary history in determining whether to offer employment or in setting compensation.

Reasonable accommodation

Extreme Networks is committed to providing reasonable accommodations to qualified applicants with disabilities throughout the application, interview, and hiring process. If you require a reasonable accommodation to participate in the application or interview process, please contact [insert contact email and phone]. All requests will be handled confidentially.

Use of artificial intelligence in hiring

Extreme Networks may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are made by humans. Applicants have the right to request human review of any automated decision affecting their candidacy and to request information about how their personal data is processed. To exercise these rights, please contact [insert contact email].

Data privacy

Personal data provided during the application process will be processed in accordance with Extreme Networks' Candidate Privacy Notice, which is available at https://www.extremenetworks.com/about-extreme-networks/company/legal/privacy-and-cookies-policy. For applicants in the European Economic Area, United Kingdom, and other jurisdictions with comparable data protection laws, the Candidate Privacy Notice describes your rights regarding your personal data.

About Extreme Networks

Extreme Networks, Inc. (NASDAQ: EXTR) creates effortless networking experiences that enable people and organizations to advance. We push the boundaries of technology by leveraging machine learning, artificial intelligence, analytics, and automation.

Learn more at www.extremenetworks.com, or follow us on LinkedIn, X, and Facebook.