Channel Account Manager

Strategic Partner Sales Position

This is a strategic partner sales position that is responsible for increasing revenue in region/territory/district through identifying, recruiting and developing opportunities, generating partnerships with partners, defined as: Distributor, Value Added Resellers (VARs), and Advantage Partner. 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.

What You Will Do:

• 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. Actively work to inform updates of solutions to front-line of business in partners to create businesses with existing and new customers of those partners.
• New Partner Hiring: Hire new partners to sell new solutions and/or to expand existing solutions into Japan market with strategic thoughts.
• 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.

What You Will Bring:

• BA or Master's degree, or equivalent combination of training and experience
• 10+ years of channel/channel marketing related experience in vendor environment with in-depth knowledge of partner organizations, processes, business drivers and internal operations
• Background in SaaS/software/hardware sales and distribution – with large SaaS, Software, Hardware, Security and/or Networking Companies
• Knowledge of enterprise networks, security and applications

What You Will Get:

• Career growth and development opportunities
• Recognitions and rewards
• Employee assistance program
• Competitive pay and comprehensive benefits, and cool perks
• Culture of giving back
• Dynamic diversity & inclusion

Apply if you believe your own unique capabilities can contribute to the success of this role and our organization!