Channel Account Manager, SLED

This is a fully remote position, open to applicants in California, +6 more states.

📋 Description

• Enhance revenue in the designated region, territory, or district by identifying, recruiting, and cultivating partnership opportunities that generate sales.

• Encourage partners to function as an extension of F5’s direct sales team through comprehensive sales and technical training, demand generation marketing, and collaborative business planning.

• Ensure partners are well-equipped to position and effectively sell F5 solutions.

• Drive partner sales training initiatives in collaboration with F5 sales teams.

• Identify new sales prospects and oversee the growth of the sales pipeline.

• Facilitate collaboration among partners, F5 sales representatives, and management throughout the sales process.

• Lead opportunity registration, manage booking forecasts, and track performance against partner objectives.

• Cultivate relationships within partner organizations across management, sales, technical, and marketing teams.

• Address channel conflicts related to deal registration, support contracts, and partner tier requirements.

• Utilize F5 marketing funds for demand-generation activities and manage channel marketing budgets.

• Conduct account-mapping sessions focused on identifying new accounts and opportunities.

• Formulate and implement strategic partner business plans and update them quarterly for QBRs.

• Engage in strategic initiatives and report business challenges and opportunities to channel or executive management.

• Build relationships with key ecosystem partners including VMware, Microsoft, Oracle, and Cisco.

• Recruit and nurture new partner relationships to enhance whitespace penetration and access new verticals and technology markets.

• Develop awareness and training programs for the F5 sales force and actively participate in district QBRs.

• Support geographic territories and strategic partner accounts across North America.

• Influence internal F5 resources and secure sponsorship for partner programs.

• Collaborate with ecosystem partners to plan activities that promote F5 awareness and generate opportunities.

• Directly communicate business-plan priorities and progress across multiple executive roles.

• Meet quarterly channel metrics, including PIO, security and software attach rates, net-new accounts, and competitive take-out.

• Perform additional related duties as assigned.

⛳️ Requirements

• BA or Master's degree or an equivalent combination of training and experience.

• Over 8 years of directly relevant experience, advancing to senior-level positions.

• Familiarity with two-tiered channel resale models.

• Experience in software/hardware sales and distribution with major software, hardware, security, and/or networking firms.

• Demonstrated success in sales and marketing initiatives.

• Strong understanding of Application Delivery Networks and security.

• Knowledge of enterprise networks, security, and applications is preferred.

• Proficient in Microsoft Outlook, PowerPoint, Word, and Excel.

• Exceptional presentation and persuasive communication skills.

• Excellent sales and management capabilities.

• Strong conflict resolution skills.

• Willingness to work outside standard hours, including evenings and weekends.

• Ability to travel out of town up to 60% of the time.

• Availability for periodic on-call duties.

🏝️ Benefits

• Incentive compensation.

• Bonus opportunities.

• Restricted stock units.

• Comprehensive benefits package.

• Reasonable accommodations for candidates.