Regional Channel Account Manager

F5•Field-CA BAY, TX

4d•$89,300 - $133,900•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 F5 revenue; partner-initiated pipeline and revenue; and overall F5 market share supporting our Digital Sales and Key Account teams across the Central and West regions. You ensure they are aligned with F5's sales teams through mutual business planning, training and sales enablement, and demand generation marketing activities.

Requirements

Minimum 2-5 years’ experience of channel management and/or technology sales
Proven track record of building and executing successful business plans that yield high growth
Ability to thrive in a face-paced, high-volume, team-based environment
Strong time management, strategic planning, conflict resolution, and channel acumen skills
Bachelor’s degree in business, marketing, or related field of study

Responsibilities

Lead and manage targeted sales plays that drive F5 adoption in cloud application delivery and security products and services through strategic partners.
Deliver F5 sales training to partner sellers, focusing on relevant use cases and customer outcomes.
Support joint initiatives with F5’s Technology Alliance Partners to bring integrated solutions to the market through strategic partners.
Elevate F5’s brand within partner ecosystem.
Create and execute strategic business plans with focus partners, 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 focus partners 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 focus partners and F5.
Plan and lead QBRs and executive briefings between focus partners and F5.
Develop and foster partner leadership relationships within F5’s Partner Advisory Council and Partner Technical Advisory Board groups.
Align partner sellers with F5 Digital and Key Account Managers.
Collaborate in marketing calls, activities, and events with partners, including pre- and post-event planning to optimize ROI.
Lead Weekly Commit, Monthly and Quarter-End cadence to ensure timely processing of partners' committed deals; communicate with F5 Account Managers and update SFDC opportunities to ensure forecasting accuracy.
Utilize sales tools (SFDC, MEDDIC, Tableau, TechTarget) to inspect prospects, pipeline, trends, etc.
Oversee partner contracts to ensure F5 partner agreements and obligations are executed and maintained.