Channel Account Manager - SHI (Austin, TX)

23d•Hybrid

About The Position

At F5, we strive to bring a better digital world to life. Our teams empower organizations across the globe to create, secure, and run applications that enhance how we experience our evolving digital world. We are passionate about cybersecurity, from protecting consumers from fraud to enabling companies to focus on innovation. Everything we do centers around people. That means we obsess over how to make the lives of our customers, and their customers, better. And it means we prioritize a diverse F5 community where each individual can thrive. As a National Partner Manager, you will be responsible for growing F5 revenue; partner-initiated pipeline and revenue; and overall F5 market share for SHI.

Requirements

Minimum 5 years’ experience of channel management and/or technology sales
Proven track record of building and executing successful business plans that yield high growth
Working knowledge of SHI’s sales organization, leadership and go-to-market strategies
Ability to thrive in a face-paced, high-volume, team-based environment
Strong time management, strategic planning, conflict resolution, and channel acumen skills
Approximately 30% domestic travel
Bachelor’s degree in business, marketing, or related field of study

Responsibilities

Strategic Go to Market Execution - Lead and manage targeted sales plays that drive F5 adoption in cloud application delivery and security products and services through SHI.
Sales Enablement and Training - Deliver F5 sales training to SHI sellers, focusing on relevant use cases and customer outcomes.
Ecosystem Partner Alignment - Support joint initiatives with F5’s Technology Alliance Partners to bring integrated solutions to the market through SHI.
Partner Engagement and Field Momentum - Elevate F5’s brand within SHI, in addition to: Create and execute strategic business plans with SHI, inclusive of mutual objectives; quantified goals; go-to-market plans with supporting activities; and expected ROI or success metrics.
Leverage business plans in routine precedence and partner QBRs; examine and update business plans on a quarterly basis.
Lead weekly cadence calls with SHI to monitor pipeline; revenue to sales targets; marketing activities; sales and technical training; accreditation and certification requirements; sales team collaboration and account mapping.
Ensure bidirectional alignment among sales and business leaders at SHI and F5.
Plan and lead QBRs and executive briefings between SHI and F5.
Develop and foster SHI leadership relationships within F5’s Partner Advisory Council and Partner Technical Advisory Board groups.
Align SHI sellers with F5 Account Managers and Regional Channel Account Managers.
Collaborate in marketing calls, activities, and events with SHI, including pre- and post-event planning to optimize ROI.
Lead quarter-end cadence to ensure timely processing of SHI’s committed deals; communicate with F5 Account Managers and Regional Channel Account Managers.
Utilize sales tools (SFDC, MEDDIC, Tableau, TechTarget) to inspect prospects, pipeline, trends, etc.
Oversee SHI contracts to ensure F5 partner agreements and obligations are executed and maintained.