Channel Account Manager, SLED

This is a fully remote position, open to applicants in District of Columbia, +1 more state.

📋 Description

• Drive revenue growth in the designated region, territory, or district by identifying, recruiting, and cultivating partnerships that generate opportunities.

• 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.

• Adhere to F5’s Business Code of Ethics and swiftly report any violations encountered.

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

• Promote and facilitate partner sales training initiatives while ensuring a deep understanding of F5’s UNITY Partner program.

• Discover new sales opportunities with partners and oversee pipeline expansion.

• Collaborate with partners, F5 sales representatives, and management throughout the sales process.

• Manage opportunity registration, forecast bookings, and track progress against partner booking objectives.

• Build relationships across partner organizations, including management, sales, technical, and marketing teams.

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

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

• Conduct account-mapping sessions aimed at identifying new accounts and uncovering opportunities within existing ones.

• Formulate and implement strategic partner business plans, updated quarterly and utilized as a foundation for QBRs.

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

• Establish relationships with key ecosystem partners such as VMware, Microsoft, Oracle, and Cisco.

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

• Raise awareness and develop training programs for the F5 sales team and participate actively in district QBRs.

• Provide support for geographic territories and strategic partner accounts within North America.

• Lead the planning and execution of programs for strategic partners.

• Influence internal F5 teams to secure sponsorship for partner programs.

• Collaborate with ecosystem partners to design activities that bolster F5's visibility and opportunities.

• Communicate business plan priorities and progress to various executive stakeholders.

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

• Undertake other related responsibilities as assigned.

⛳️ Requirements

• Bachelor’s or Master’s degree or an equivalent combination of training and experience.

• Over 8 years of directly related experience, advancing to senior-level roles.

• Highly organized and efficient with exceptional time management capabilities.

• Highly developed communication skills that are clear, concise, and compelling.

• Strong presentation abilities and the skill to simplify complex technology concepts.

• Well-honed business acumen and comprehension of business strategy.

• Excellent conflict resolution skills, demonstrating fairness and firmness.

• Familiarity with enterprise networks, security, and applications is desired.

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

• Outstanding sales and management capabilities.

• Experience with two-tiered channel resale models.

• Background in software/hardware sales and distribution with prominent software, hardware, security, and/or networking firms.

• Proven success record in sales and marketing initiatives.

• Strong understanding of Application Delivery Networks and security.

• Comprehensive knowledge of partner organizations, processes, business drivers, and internal operations.

• Willingness to be on call periodically and work outside of normal office hours.

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

🏝️ Benefits

• Incentive compensation.

• Bonus opportunities.

• Restricted stock units.

• Comprehensive benefits package.

• Reasonable accommodations for candidates.