Channel Account Manager (Norway/Denmark)

F5; Oslo; On-site; NOK 900,000 - 1,200,000; Full time

Job summary

F5 is seeking a senior channel sales leader to drive partner-led revenue across Norway, Denmark, Iceland and the Baltics. You will recruit, onboard and develop strategic channel partners to expand market coverage and accelerate pipeline growth.

Build trusted relationships with distributors, VARs and two-tier partners, enable sales and technical teams, and lead joint marketing initiatives while traveling up to 25% to strengthen our regional presence.

Qualifications

• Minimum 7 years of channel sales experience in a technology vendor.
• Experience with distributors, VARs, and two-tier channel models.
• Strong communication, negotiation and relationship-building skills.

Responsibilities

• Drive partner-led revenue across Norway, Denmark, Iceland and the Baltics.
• Develop and execute partner business plans aligned with territory goals.
• Recruit, onboard and develop strategic channel partners to expand market coverage.
• Build relationships with executives and sales/technical teams across partner orgs.
• Collaborate with F5 Sales to generate pipelines and improve forecast accuracy.
• Enable partners through training to position and sell F5 solutions.
• Ensure adherence to F5 programs, including deal registration and partner programs.
• Plan and execute joint marketing to maximize partner engagement and ROI.
• Work with distributors to increase engagement and revenue growth.
• Resolve partner-related challenges including renewals and deals.
• Identify and develop new opportunities with existing and prospective partners.
• Represent F5 with ethics, integrity, and compliance.

Skills

Channel sales

Partner management

Distributors & VARs

Negotiation

Presentation

Relationship-building

Job description

At F5, we strive to bring a better digital world to life. Our teams empower organizations across the globe to create, secure, and run applications that enhance how we experience our evolving digital world. We are passionate about cybersecurity, from protecting consumers from fraud to enabling companies to focus on innovation.

Everything we do centers around people. That means we obsess over how to make the lives of our customers, and their customers, better. And it means we prioritize a diverse F5 community where each individual can thrive.

What You’ll Do

• Drive partner-led revenue growth across Norway, Denmark, Iceland and the Baltics.
• Develop and execute partner business plans aligned with territory and sales objectives.
• Recruit, onboard, and develop strategic channel partners to expand market coverage.
• Build trusted relationships with key stakeholders across partner organizations, from executive leadership through to sales and technical teams.
• Collaborate with F5 Sales teams to generate pipelines, manage opportunities, and improve forecast accuracy.
• Enable partners through sales and technical training, ensuring they can confidently position and sell F5 solutions.
• Ensure partners understand and follow F5 programs and processes, including deal registration and the F5 Advantage Partner Program.
• Plan and execute joint marketing initiatives, managing channel marketing funds to maximize partner engagement, demand generation, and return on investment.
• Work closely with distributors to increase partner engagement, enablement, and revenue growth.
• Resolve partner-related business challenges, including deal registration, renewals, and commercial issues.
• Identify and develop new business opportunities with existing and prospective partners.
• Represent F5 professionally while upholding the highest standards of ethics, integrity, and compliance.

What You’ll Bring

• Fluency in both Norwegian and English (it is considered a plus if the candidate also speaks Danish).
• Significant experience of at least 7 years in channel sales within a technology vendor organization.
• Experience working with distributors, VARs, and two-tier channel models.
• A proven track record of developing successful partner relationships and delivering revenue growth.
• Strong knowledge of the enterprise IT- and AI-landscape.
• Excellent presentation, communication, negotiation, and relationship-building skills.
• Experience developing partner business plans and delivering successful joint initiatives.
• Strong commercial acumen with experience negotiating partner agreements.
• The ability to explain complex technical solutions in a clear, business-focused way.
• Willingness to travel throughout the region (up to 25%).

The Job Description is intended to be a general representation of the responsibilities and requirements of the job. However, the description may not be all-inclusive, and responsibilities and requirements are subject to change.

Equal Employment Opportunity

It is the policy of F5 to provide equal employment opportunities to all employees and employment applicants without regard to unlawful considerations of race, religion, color, national origin, sex, sexual orientation, gender identity or expression, age, sensory, physical, or mental disability, marital status, veteran or military status, genetic information, or any other classification protected by applicable local, state, or federal laws. This policy applies to all aspects of employment, including, but not limited to, hiring, job assignment, compensation, promotion, benefits, training, discipline, and termination. F5 offers a variety of reasonable accommodations for candidates. Requesting an accommodation is completely voluntary. F5 will assess the need for accommodations in the application process separately from those that may be needed to perform the job. Request by contacting [e-mail].