Senior Channel Account Manager, Managed Service

Come work at a place where innovation and teamwork come together to support the most exciting missions in the world

Primary Responsibilities:- Domain experience and knowledge in engaging with partners in enhancing F5’s security portfolio (including MSSP’s and security focused partners)- Have a go-getter attitude to drive proactive and continuous engagement with partners and distributors to increase partner sourced revenue.- 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.- 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.- Marketing & Demand Generation - Leverage F5 marketing funds to drive demand generation activities that generate the highest possible ROI.- 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.- Sales Training - Ensure that the partners are 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.- Track progress of partners on a variety of metrics on a continuous basis - PIO, software closure, distributor led sourced pipeline, certifications, accreditations, MDF usage, new product adoption, etc.- Responsible for upholding F5’s Business Code of Ethics and for promptly reporting violations of the Code or other company policies.- 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.- Recruit and develop new partner relationship to drive whitespace penetration, access to new vertical and technology markets.- Create and execute awareness and training programs for the F5 sales force to highlight partners, educate on the UNITY Partner program, and actively participate in district QBRs.

Metrics:
- Achieve quarterly business metrics for channels. These include: PIO (Partner Initiated Opportunities), security and software attach rates, net-new accounts, competitive take-out, and other partner value-add metrics.

Knowledge, Skills and Abilities:- Strong knowledge of Application Delivery Networks and security- Highly efficient & organized / excellent time management skills.- Clear, concise, and effective communicator - highly developed, clear concise and compelling communication skills. Persuasive pitch & presentation skills.- Strong presentation skills and ability to articulate complex technology simply- Excellent conflict management skills, with the ability to be fair & firm.- Experience in two-tiered channel resale models- Background in software/hardware sales and distribution - with large Software, Hardware, Security and/or Networking Companies- Proven track record of success in sales and marketing programs- In-depth knowledge of partner organizations, processes, business drivers and internal operations

Qualifications:
- BA or Master's degree or equivalent combination of training and experience- 10 years or more of directly related experience, progressing to senior-level role(s)

If this sounds like you, we want to meet you

F5 Inc. is an equal opportunity employer and strongly supports diversity in the workplace

LI-LL1

Equal Employment Opportunity