Channel Account Manager

1d•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 Channel Account Manager, you will be responsible for growing revenue in region/territory/district through identifying, recruiting and developing opportunity generating partnerships with Partners (Value Added Resellers (VARs), Large Account Resellers (LARs), system builders and distributors). You will work with our VAR partners to ensure that they are operating as an extension of F5's direct sales team through sales and technical training, demand generation marketing efforts and mutual business planning.

Requirements

Highly efficient & organized / excellent time management skills.
Strong presentation skills and ability to articulate complex technology simply
Excellent conflict management skills, with the ability to be fair & firm.
Knowledge of enterprise networks, security and applications (desired)
Detailed experience with Microsoft applications such as Outlook, PowerPoint, Word and Excel
Experience in two-tiered channel resale models
Background in software/hardware sales and distribution – with large Software, Hardware, Security and/or Networking Companies
Strong knowledge of Application Delivery Networks and security
In-depth knowledge of partner organizations, processes, business drivers and internal operations
Showcase a minimum 5 years related experience in channel an/or technology sales
Hold a BA or Master's degree or equivalent combination of training and experience
Duties may require out of town travel up to 60% of the time.

Responsibilities

Recruit and develop new F5 partner relationship(s) to drive whitespace penetration, access to new vertical and technology markets.
Sales Training – Ensure that our partners are able to effectively position and sell F5 solutions. Work with the F5 channel and sales team to drive partner sales training opportunities; ensuring partners have the tools to find opportunities, sell F5 solutions, and fully understand F5’s UNITY Partner program.
Pipeline Growth and Management – Identify, in conjunction with F5 partners, new sales opportunities. Ensure our 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 F5 partner organization (Management, sales teams, technical teams and marketing) ensuring partner compliance with the F5’s UNITY Partner Program and developing a well-developed relationship between F5/partner sales and technical teams.
Marketing & Demand Generation – Leverage F5 marketing funds to drive demand generation activities that generate the highest possible return on investment. 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 responsible for 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 proficiency 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.
Influence/channel leadership -Trusted advisor status with District Manager; Channel leadership - ability to lead, positively influence and shape behavior of partners and TAMs/MAMs (and broader channel team); Excellent Brand at F5.
Work with F5 internal resources - Influence and acquire sponsorship from internal F5 groups to support programs at partners to drive incremental business opportunities for F5 and the partner. Effectively engage with F5’s eco-system business partners to plan activities that will drive F5 awareness and opportunities with our partners.
The position requires outstanding executive presence and ability to work across multiple executive roles to direct/educate/ communicate our business plan priorities and progress.