Channel Sales Manager for MCA North

F5 Networks

14d

About The Position

The Channel Sales Manager at F5 is responsible for developing and managing partnerships with resellers, distributors, system integrators, service providers, and other third-party organizations that sell and support F5 products and services. This role expands the company’s market reach, accelerates revenue growth through indirect sales channels, and drives partner-led customer acquisition and retention strategies. Key responsibilities include identifying, recruiting, onboarding, enabling, and supporting partners while ensuring they have the necessary training, tools, resources, and technical expertise to effectively position, sell, and deliver F5 solutions. The role requires building and maintaining strong executive-level relationships with partners, distributors, and alliances, while developing joint business plans, go-to-market strategies, pipeline generation activities, and sales initiatives that align with corporate objectives. Candidates must possess a broad understanding of F5’s portfolio, including application delivery, security, and cloud solutions, and demonstrate the ability to articulate business value to customers and partners across multiple industries. Successful candidates will have experience driving partner performance, managing territory and channel strategies, forecasting revenue, identifying growth opportunities, and coordinating cross-functional resources to support complex sales engagements. The position requires the ability to generate formal business proposals, business cases, and executive presentations, communicate effectively at all levels of an organization, influence complex decision-making processes, and overcome objections to achieve successful outcomes. Strong negotiation, strategic planning, relationship management, and problem-solving skills are essential to consistently deliver results and strengthen F5’s partner ecosystem.

Requirements

Bachelor’s Degree or equivalent level of experience
Receives minimal instruction on new assignments and begins to proactively take on more complex work. Uses evaluation, judgment, and interpretation to select the right course of action. Work is done independently and is reviewed at critical points.
May impact closely related teams such as sales engineering, sales management, and inside sales through the quality of output and service provided.
Skilled in negotiating and closing, solution selling, and presenting information related to F5 solutions to stakeholders of all levels within the partner organization.
Accurately forecasts sales and has in-depth knowledge of sales cycles from initial contact through the procurement process.
Communicates moderately complex concepts with others to inform and direct action.

Responsibilities

Takes a lead role in identifying, recruiting, onboarding, and cultivating relationships with strategic channel partners to drive revenue growth, expand market coverage, and increase customer acquisition across assigned territories and segments.
Develops and executes joint business plans with key partners, defining revenue objectives, pipeline targets, go-to-market initiatives, marketing activities, enablement programs, and measurable performance metrics to ensure mutual success.
Provides ongoing support, coaching, and guidance to channel partners, including sales training, technical enablement, lead generation assistance, account planning, opportunity management, and deal registration support.
Analyzes market trends, customer requirements, industry developments, and competitor activities to identify opportunities for channel expansion, partner recruitment, solution differentiation, and increased market share.
Collaborates closely with sales, marketing, technical, services, and operations teams to address partner needs, remove barriers to success, and ensure alignment with company goals, strategic priorities, and customer outcomes.
Supports the sales team throughout the entire sales cycle by proactively recommending partners based on customer requirements, industry expertise, geographic coverage, and value-added capabilities that strengthen solution delivery and customer success.
Builds and maintains executive-level relationships with partner leadership teams to influence business priorities, drive strategic alignment, and foster long-term growth opportunities.
Tracks and reports partner performance, pipeline development, revenue attainment, and program adoption while identifying corrective actions and growth initiatives to improve results.
Facilitates partner engagement in marketing campaigns, customer events, workshops, and demand-generation activities to increase brand awareness and create new business opportunities.
Ensures partners maintain the appropriate certifications, technical competencies, and product knowledge required to effectively position, sell, implement, and support company solutions.