Channel Account Manager

F5•St. David's, CO

17h•$93,600 - $140,400•Hybrid

About The Position

This position is responsible for increasing revenue in region/territory/district through identifying, recruiting and developing opportunity generating partnerships with partners, defined as: Value Added Resellers (VARs). In addition, this position is focused on driving the partners to operate as an extension of F5's direct sales team through effective sales and technical training, demand generation marketing efforts and mutual business planning.

Requirements

BA in Marketing or Business
5+ years’ experience in technology sales in a channel environment
Highly efficient & organized / excellent time management skills.
Highly developed, clear concise and compelling communication skills.
Strong presentation skills and ability to articulate complex technology simply
Well-developed business acumen and understanding of business strategy
Excellent conflict management skills, with the ability to be fair & firm.
Experience in two-tiered channel resale models
Background in software/hardware sales and distribution with networking and security companies
Proven track record of success in channel sales and marketing
Strong knowledge of Application Delivery Networks and security
In-depth knowledge of partner organizations, processes, business drivers and internal operations

Nice To Haves

Knowledge of enterprise networks, security and applications (desired)
Detailed experience with Microsoft applications such as Outlook, PowerPoint, Word and Excel

Responsibilities

Responsible for upholding F5’s Business Code of Ethics and for promptly reporting violations of the Code or other company policies.
Sales Training – Ensure that partner is able to effectively position and sell F5 solutions. Work with the F5 sales team to drive partner sales training opportunities; ensuring partners have the tools to identify opportunities, sell F5 solutions, and fully understand F5’s UNITY Partner program.
Pipeline Growth and Management – Identify, in conjunction with partners, new sales opportunities. Ensure partners, F5 sales reps and management are working together in the sales process, lead generation, registering opportunities, accurately forecast bookings and tracking to required bookings goals established by the partner’s UNITY Partner tier.
Relationship Management – Develop strong top to bottom relationships throughout the partner organization (Management, sales teams, technical teams and marketing) ensuring partner compliance with the F5’s UNITY Partner Program and fostering a well-developed relationship between F5/partner sales and technical teams.
Excel at Conflict Management - Excellent conflict management skills, with ability to be fair and firm with F5 team and partners. Examples are: Deal registration, support contracts, and partner tier requirements.
Marketing & Demand Generation – Leverage F5 marketing funds to drive demand generation activities that generate the highest possible ROI. Manage channel marketing funds to ensure event and partner success.
Account Mapping – Drive regular cadence of account mapping sessions with partners and the F5 sales team focused on driving net-new accounts and new opportunities in existing accounts.
Business Planning – Work with partners to develop and execute a strategic business plan focused on driving new accounts, new opportunities, sales and technical competency and incremental bookings growth. Collaborate with Strategic Partner Managers to develop and execute business plans for our national strategic partners in territory where appropriate. The partner business plans are the basis for QBRs and need to be updated quarterly.
Special Projects & Reporting - Work on strategic initiatives as established by channel management and reporting business issues/opportunities as requested by channel and/or executive management. Build relationships with strategic eco-system business partners in the field (examples: VMware, Microsoft, Oracle, Cisco). Recruit and develop new partner relationship to drive whitespace penetration, access to new vertical and technology markets. Create and execute awareness and training programs for the F5 sales force to highlight partners, educate on the UNITY Partner program, and actively participate in district QBRs.
Performs other related duties as assigned.
Achieve quarterly business metrics for channels. These include: PIO (Partner Initiated Opportunities), security and software attach rates, net-new accounts, competitive take-out, and other partner value-add metrics.