Partner Readiness Specialist

Position Summary

The Partner Readiness Specialist serves as the bridge between Channel Sales, Systems Engineering, Marketing, Professional Services, Revenue Enablement, and Partner Organizations across Asia Pacific.

This role combines the skills of a Sales Engineer, Technical Trainer, Business Process Specialist, and Channel Consultant to build partner capability and accelerate partner-led growth. The successful candidate will enable partner sales teams, partner systems engineers, distributors, and strategic alliance partners to confidently position, demonstrate, design, sell, and support Extreme Networks solutions.

The role is focused on helping partners become self-sufficient, technically competent, and commercially successful while increasing the scale and impact of the Extreme partner ecosystem. This includes supporting certifications, sales methodologies, technical competency, business planning, onboarding, and adoption of Extreme programs and tools.

Partner Technical Readiness

• Develop repeatable partner onboarding and readiness frameworks across APAC.
• Accelerate Platform ONE sales readiness across the partner ecosystem.
• Improve partner self-sufficiency, reducing dependency on Extreme field resources.
• Increase partner-generated pipeline and revenue contribution.
• Expand AI-assisted selling adoption throughout partner organisations.
• Train & Increase partner technical resources on Extreme Platform ONE, Fabric, Wireless, Switching, Security, Cloud, and AI-driven networking solutions.
• Deliver technical workshops, boot camps, hands-on labs, and architecture sessions for partner engineers.
• Conduct train-the-trainer programs to multiply partner reach and expertise.
• Increase & Support APAC partner technical competency and certification attainment.
• Assist partners with solution design reviews, demonstrations, proof-of-concepts, and customer workshops.
• Deliver solution-selling and value-selling workshops aligned with Extreme strategy.
• Train partner account executives on competitive positioning, customer discovery, business outcomes, and industry-specific use cases.
• Create and localize partner-facing sales presentations, playbooks, battle cards, talk tracks, and sales motions.
• Promote adoption of Extreme Platform ONE and associated sales plays.
• Support strategic partner business plans and growth initiatives.
• Help partners identify and pursue competitive replacement and new-logo opportunities and drive competitive takeout opportunities through partner-led campaigns.

Partner Program & Process Adoption

• Drive adoption of the Extreme Partner First strategy and associated programs.
• Educate partners on certifications, competencies, specializations, incentives, rebates, and rewards.
• Support partner onboarding and business readiness initiatives.
• Enable partner use of Partner Portal resources, AI-powered sales tools, quoting systems, and technical resources.
• Develop scalable onboarding journeys and partner success frameworks.
• Measure and track readiness metrics, certification progress, and program participation.

Cross-Functional Leadership

• Partner closely with Sales, Systems Engineering, Marketing, Professional Services, Product Management, and Channel teams.
• Act as the voice of the partner community across APAC.
• Support regional partner events, executive briefings, roadshows, and workshops.
• Provide structured feedback from partners to improve products, tools, programs, and processes.
• Collaborate with distributors and strategic alliance partners to drive scalable growth motions.

Success Measures

• Growth in partner certifications and competencies.
• Increase in partner-generated pipeline and bookings.
• Adoption of Extreme strategic initiatives and programs.
• Improved partner technical competency and sales effectiveness.
• Increased participation in readiness programs and workshops.
• Higher partner engagement and retention.
• Improved speed-to-productivity for new partners.
• Positive feedback scores from partner training and field events.

Key Performance Indicators (KPIs)

Partner Capability Development

• New Partner Engineers Certified
• New Partner Sales Certifications
• Technical Workshops Delivered
• Sales Workshops Delivered
• Partner Participants Trained
• Partner Satisfaction Score

Partner Readiness & Adoption

• Active Partner Development Plans for top 25 Partners
• Partner Portal Adoption
• AI Sales Tool Adoption
• Strategic Program Participation
• New Partner Onboarding Completion within 90 days

Pipeline & Revenue Impact

• Partner-Influenced Pipeline
• Partner-Sourced Pipeline
• Opportunities Created Through Workshops
• Competitive Displacement Opportunities Identified
• Strategic Partner Growth Accounts Supported
• Partner Revenue Growth

Ecosystem Development

• Quarterly Partner Business Reviews Completed
• Monthly Distributor Readiness Sessions
• New Strategic Partners Activated
• Alliance Partner Readiness Programs Launched
• Partner Success Stories Generated

Required Qualifications

• Bachelor's degree or equivalent experience.
• 5+ years' experience in Systems Engineering, Technical Sales, Channel Sales, Partner Programs, Sales Operations, Enablement, Training, or Customer Success.
• Strong understanding of enterprise networking technologies including switching, wireless, cloud networking, security, automation, and AI.
• Experience presenting to both technical and business audiences.
• Excellent communication, facilitation, and relationship-building skills.
• Ability to simplify complex concepts into repeatable and scalable partner motions.
• Experience working with indirect sales, channel partners, distributors, or alliance ecosystems.
• Strong project management and organisational skills.
• Ability to work independently in a geographically dispersed environment.
• Willingness to travel across APAC as required.

Preferred Qualification

• Experience with Extreme Networks solutions and partner programs.
• Industry certifications such as Extreme Networks Certifications.
• Experience designing technical or sales readiness programs.
• Familiarity with MEDDPICC, value selling, or solution selling methodologies.
• Experience with learning platforms, CRM systems, and channel management tools.

Ideal Candidate Profile

• A strong communicator and presenter.
• A credible technical advisor.
• A capable sales consultant.
• A partner advocate.
• A natural coach and mentor.
• Comfortable in front of customers, partners, and executives.
• Passionate about helping others succeed.
• Able to translate strategy into practical field execution.
• Focused on outcomes, adoption, and measurable business impact.