SLED Channel Account Manager

This is a fully remote position, open to applicants in Maryland, +2 more states.

📋 Description

• Enhance revenue within the designated region, territory, or district by identifying, recruiting, and nurturing partnerships that generate opportunities.

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

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

• Empower partners to effectively position and sell F5 solutions; coordinate partner sales training alongside F5 sales teams.

• Identify new sales opportunities and oversee pipeline growth, lead generation, opportunity registration, forecasting, and bookings objectives.

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

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

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

• Facilitate account-mapping sessions with partners and F5 sales teams.

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

• Engage in strategic initiatives and report 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 expand whitespace and tap into new vertical and technology markets.

• Create awareness and training programs for the F5 sales team and participate in district QBRs.

• Provide support for geographic territory and strategic partner accounts in North America.

• Initiate new programs and innovative strategies to further business objectives.

• Lead and influence partners, TAMs/MAMs, and the broader channel team.

• Deliver engaging F5 product and solution messaging and presentations.

• Obtain sponsorship from internal F5 groups to back partner programs.

• Collaborate with ecosystem partners to plan initiatives that enhance F5 awareness and opportunities.

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

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

• Carry out other related duties as assigned.

⛳️ Requirements

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

• Over 8 years of directly related experience, advancing to senior-level role(s).

• Highly organized and efficient; exceptional time management abilities.

• Well-developed, clear, concise, and persuasive communication skills.

• Strong presentation abilities and the capacity to explain complex technology in a simple manner.

• Solid business acumen and comprehension of business strategy.

• Excellent conflict management skills, demonstrating fairness and firmness.

• Knowledge of enterprise networks, security, and applications (preferred).

• Proficient experience with Microsoft applications such as Outlook, PowerPoint, Word, and Excel.

• Strong sales and management capabilities.

• Familiarity with two-tiered channel resale models.

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

• Proven success in sales and marketing programs.

• Strong understanding of Application Delivery Networks and security.

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

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

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

🏝️ Benefits

• Incentive compensation.

• Bonus.

• Restricted stock units.

• Comprehensive benefits package.

• Reasonable accommodations for candidates.