Channel Account Manager

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.

Our Employees are valued and empowered, collaborative and team oriented, innovative in their approach and passionate about their work. They are reliable, trustworthy and open with a high level of integrity. They value diversity, are inclusive and are committed to a global mindset.

This is a strategic sales position requiring an in-depth knowledge of how technology is used to enable business goals or overcome business challenges and to generate value for our customers and F5. The candidate requires critical thinking/planning coupled with tactical execution of identified business opportunities. Responsible for leading all facets of the relationship while ensuring revenue goals are being met. Maintains contact at relevant levels in the accounts focusing on strategic nature of the relationship. Able to build and maintain relationships effectively and communicate at all levels. Develops opportunities across the F5 solution portfolio while effectively selling solutions and services using technical, organizational and customer knowledge to influence and build trusting relationships. Able to partner effectively, and tactically, with Systems Integrators, large Service Providers and regional VARs based on need or required value. This is typically an individual contributor role. This is a quota carrying role.

Responsibilities

• Build joint Partner and F5 revenues by driving compelling pipeline development initiatives and account mapping activities in line with the strategic product imperatives of the company.
• Build and execute an enablement plan for the managed partners. Partner with the F5 Channel Sales Engineers and F5 sales team to coordinate sales training opportunities; ensuring partners have the tools to sell F5 solutions and understand business transactions (including deal registration and other processes).
• Pipeline Management – Ensure Partners and field sales reps and management are working together in the sales process, lead generation, registering opportunities, accurately forecasting revenue and tracking to required revenue goals established by their discount tier.
• Relationship Management – developing strong top to bottom relationships throughout the partner organization, ensuring partner compliance with the F5 Unity+ Partner Program and fostering working relationships between the F5 sales and technical teams and the partner sales and technical teams.
• Resolve business problems associated with partners' relationships; including but not limited to deal registration, service renewals and credit issues.
• Marketing/Demand Generation – Identifies, in conjunction with Partners, new sales opportunities leveraging F5 marketing funds when necessary. Manage channel marketing funds to ensure event and partner success.
• Business Planning – Develop top partner and territory activities using business and territory planning templates. Ensuring that partner can effectively position F5 as the best solution to customer such as, common sales objectives, training initiatives, marketing activities, evaluation gear strategy, certification opportunities and developing accurate profiles of the partners' business.

Qualifications

• Experience in technology sales within a channel environment.
• Experience in sales or marketing in a technology organization.
• Experience in two-tiered and direct channel resale models.
• Ability to operate Microsoft applications such as Outlook, PowerPoint, Word and Excel.
• Knowledge of enterprise networks and applications desired.
• Background in software/hardware sales and distribution – with large Software, Hardware, and/or Networking Companies.
• Proven track record of success in sales and marketing programs.
• Strong knowledge of Application Delivery Networks.
• Strong presentation skills and ability to articulate complex technology simply.
• Ability to travel.

Physical Demands and Work Environment

Job may be performed on-site at a customer facility or data center, or in an office environment sitting at a desk or computer table. Duties require the ability to utilize a computer, communicate over the telephone, and read printed material. Duties require the ability to travel up to 60% via automobile and airplane, and may require being on call periodically and working outside normal working hours (evenings and weekends).

The Job Description is intended to be a general representation of the responsibilities and requirements of the job. However, the description may not be all-inclusive, and responsibilities and requirements are subject to change.

Equal Employment Opportunity

It is the policy of F5 to provide equal employment opportunities to all employees and employment applicants without regard to unlawful considerations of race, religion, color, national origin, sex, sexual orientation, gender identity or expression, age, sensory, physical, or mental disability, marital status, veteran or military status, genetic information, or any other classification protected by applicable local, state, or federal laws. This policy applies to all aspects of employment, including, but not limited to, hiring, job assignment, compensation, promotion, benefits, training, discipline, and termination. F5 offers a variety of reasonable accommodations for candidates. Requesting an accommodation is completely voluntary. F5 will assess the need for accommodations in the application process separately from those that may be needed to perform the job. Request by contacting accommodations@f5.com.