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Position Overview

The Channel Sales Team Leader – Benelux is a senior leadership role responsible for driving channel success across the region through people leadership, strategic partner management, and regional business contribution.

In this role, you will lead and develop the Benelux Channel team, actively contribute as a member of Benelux Regional Management Team, and take direct responsibility for a small number of the most strategic partners. You will look beyond individual partner performance and work across functions to shape go-to-market execution, partner coverage, and sustainable revenue growth for the region.

This is a hands-on leadership role, combining strategic planning, execution, coaching, and key account ownership. You will collaborate closely with Sales, Engineering, Marketing, Distribution, Operations, and Regional Leadership to ensure alignment to regional and EMEA objectives.

Channel Leadership & People Management:

Lead, coach, and develop the Benelux Channel team, ensuring strong execution, skill development, and engagement
Set clear objectives, priorities, and standards for the team, aligned with regional and EMEA channel strategy
Act as a role model in partner engagement, deal execution, and cross-functional collaboration
Ensure consistent use of processes, CRM discipline, and forecasting accuracy across the team

Regional Leadership Contribution:

Actively participate as a member of the Regional Management Team, contributing beyond channel topics to regional GTM strategy and execution
Provide input into regional planning, forecasting, and pipeline reviews
Work closely with regional Sales leadership to align partner coverage, territories, and joint priorities

Strategic Partner Ownership (Direct Responsibility)

Maintain direct ownership of a limited number of the largest and most strategic Benelux partners
Own joint business planning, executive alignment, and pipeline development for these partners
Ensure strong partner commitment to Extreme Networks’ portfolio, programs, and GTM priorities

Channel Strategy & Development

Own short- and long-term channel objectives for Benelux
Develop and execute the Benelux Channel Development Plan, including partner segmentation, coverage, and capability gaps
Drive partner recruitment, onboarding, and development where required
Align partner investments, enablement, and marketing activities to regional growth priorities

Resource & Stakeholder Management

Plan and align internal resources such as AEs, SEs, Marketing, Distribution, and Operations to support partners effectively
Engage with partner resources to ensure commitment to account plans, activities, and investments
Act as an internal advocate for Benelux partners, promoting their strengths and capabilities within Extreme Networks

Execution, Visibility & Governance

Ensure all major partner activities, opportunities, and forecasts are accurately tracked in CRM (SFDC)
Facilitate regular partner reviews, including sales, pipeline, technical, and program updates
Host and sponsor partner events, briefings, and enablement sessions covering products, programs, and GTM initiatives

Requirements

Fluent in English and Dutch
Based in the Netherlands (relocation not included)
Proven experience in reseller and channel sales, including people leadership
Demonstrated ability to balance strategic planning with hands-on execution.
Strong business acumen with a solid understanding of partner GTM models and economics
Ability to interpret financial statements and align joint success criteria with partners
Strong communication and stakeholder management skills, including executive-level engagement
Willingness to travel within the region

OTE is on a 60/40 split and is based on qualifications and experience 150-170K.

Extreme Networks Benefits