Global Partner Manager, Dell

Regular Full-Time

Job Summary

The Global Partner Account Manager will assist Aerohive’ sales organization drives sales with Dell globally and is key to Aerohive's successful relationship with our Global Partner. This person will be involved in the day to day relationship between Aerohive and the partner to aggressively grow the Aerohive’s share of the partner’s wireless business. This will require significant travel and face time with the partner sales teams to plan/ execute/work partner engagement across both organizations as well as develop and execute the joint partner business plan. This is a high energy position requiring an individual to be extremely motivated and results-driven; it will also require someone who is equally comfortable working in a strategic and tactical capacity. As a member of the Aerohive sales team, you must be a self-starter and possess a strong entrepreneurial spirit, self-motivation, and intense enthusiasm. A proven track record of success with the leading players in the channel, exemplary sales skills, territory planning/execution, vision and patience, are all critical factors to successfully supporting the exponential growth of the company anticipated over the coming years.


What you will do...

  • Onboard and enable Dell to sell Aerohive product as a sales channel; act as central point of contact for Dell into Aerohive for all selling activity.
  • Facilitate sales team engagement across both companies
  • Create and drive enablement activities based on automated and repeatable processes. Responsible for all development and enablement activities within the Dell (sales, order placement, renewals, and services) working closely with SE counterpart
  • Ensure a strong relationship exists between Dell stakeholder teams (sales, SEs, S & P, BU, and exec mgmt) and Aerohive counterparts.
  • Achieve key business goals and revenue quotas: manage partner contract and quota negotiations. Ensure minimum certification and performance levels are met
  • Create, implement and maintain a business plan with Dell that will establish and maintain high awareness of Aerohive’s value propositions across the Dell organization including executive relationships
  • Ensure partner information is accurate in CRM (Salesforce) and other systems
  • Develop and execute an impactful quarterly partner business plan, including managing various sponsorship and marketing activities for which Dell requests our involvement
  • Manage distributor requests for Dell, both stateside and internationally
  • Work with channel leadership team to finalize distribution agreements, and support business development in driving the joint partnership forward into further product collaboration


  • 10+ years working as a national or global partner account manager
  • Previous Dell account management experience strongly preferred
  • Great teamwork, interpersonal, and customer-relations skills, with a strong commitment to customer satisfaction
  • Energetic attitude, willingness to perform to get things done
  • BA is business, marketing or sales – MBA preferred

About the Company


Aerohive (NYSE: HIVE), a Cloud Networking leader, enables our customers to simply and confidently connect to the information, applications, and insights they need to thrive. Our simple, scalable, and secure platform delivers mobility without limitations. For our customers worldwide, every access point is a starting point. Aerohive was founded in 2006 and is headquartered in Milpitas, CA. For more information, please visit, call us at 408-510-6100, follow us on Twitter @Aerohive, subscribe to our blog, or become a fan on our Facebook page.


Aerohive Networks is proud to be an Equal Opportunity Employer.


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