APAC Distribution Sales Manager

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 and with double digit growth year over year, no provider is better positioned to deliver better outcomes on scale, than Extreme.

Come become part of something big with us! We are a global leader, with hubs in Europe, North America, South America, Asia Pacific, and the Middle East.

Location: APAC (regional role; across APAC markets)

Role Summary: The APAC Distribution Sales Manager will drive incremental revenue through distributor and reseller channels across the APAC region. This role is accountable for developing and executing distribution channel strategies, managing business plans and partner programs, accelerating sales velocity, and ensuring distributors meet growth, margin, and coverage targets.

Key Responsibilities::
• Develop and execute a regional distribution strategy to drive incremental revenue, market share, and penetration across assigned APAC markets.

• Build and maintain strong relationships, establish, develop and own C-Level relationships with APAC Extreme Distributors.

• Create, manage and monitor distributor business plans, including revenue targets, product mix, margin, inventory levels, demand forecasts, and demand generation activities. Lead for forecast management and operational excellence.

• Design, launch and optimize partner programs, incentives, promotions, and enablement initiatives to accelerate pipeline, conversions and shorten sales cycles.

• Own distributor performance metrics (Sales velocity, revenue growth, sell-through, Run Rate Sales, stock days) and implement corrective actions where needed.

• Coordinate cross-functional initiatives with marketing, product, finance, supply chain and local sales teams to align promotions, launches, pricing and inventory.

• Lead distributor onboarding, training, certification and co-selling initiatives to raise partner competency and drive predictable outcomes.

• Negotiate commercial terms, pricing, rebates and MDF agreements to maximize ROI and ensure compliance with company policies.

• Track market trends, competitive activity and channel ecosystem dynamics; translate insights into tactical plays and go-to-market adjustments.

• Provide regular reporting and forecasts to regional leadership; prepare business reviews, pipeline reviews and quarterly plans.

• Manage channel conflict, territory alignment and escalation resolution to protect channel health and revenue integrity.

Success Metrics / KPIs::
• Incremental revenue through distribution (quarterly/annual)

• Sales velocity (lead-to-close time in channel)

• Distributor sell-through vs. sell-in ratios

• Revenue attainment vs. plan by market and product especially Sub 50 run rate sales.

• Distributor compliance with business plans, inventory targets and certifications

• Partner engagement metrics (training completion, leads generated, co-sell activities)

Required Qualifications::
• Bachelor’s degree in Business, Marketing, Finance or related field; MBA preferred.

• 10+ years experience in channel/distribution sales or partner management, business development with at least 6 years in APAC markets.

• Proven track record driving incremental revenue via distributors/resellers and managing channel programs, programs and business development.

• Strong commercial negotiation skills and experience with creating promotions, incentive/MDF program management.

• Deep understanding of APAC market dynamics, distribution models, and multicultural partner management.

• Analytical mindset with experience using CRM, partner portals and sales analytics to manage pipeline and forecast.

• Excellent communication, presentation and stakeholder management skills.

• Willingness to travel regularly across the APAC region.

Desired Attributes::
• Strategic thinker who can translate strategy into tactical execution.

• Results-oriented, data-driven, and comfortable with ambiguity.

• Collaborative leader who can influence without direct authority.

• Fluent in English; additional APAC languages a plus.