Principal Product Manager – Partner/Channel

F5; San Jose (CA); On-site; USD 213,000 - 320,000; Full time

Job summary

F5 is seeking a Senior/Principal Product Manager to lead the Salesforce PRM and partner experience. You will modernize the PRM ecosystem with AI, automation, and analytics across onboarding, deal registration, MDF, and incentives.

The ideal candidate has 10+ years in product management, strong Salesforce PRM expertise, and a proven track record in global enterprise programs. This role focuses on partner engagement, retention, and revenue attribution.

Qualifications

• 10+ years in progressive product management, incl. 5+ years in partner ecosystems.
• Proven Salesforce PRM, Experience Cloud, and Sales Cloud expertise.
• Deep understanding of reseller, distributor, and alliance models.
• Data-driven tiering and incentive frameworks integrated with CRM/CPQ/finance.
• Strong Agile product development and cross‑functional leadership.
• Excellent communication and stakeholder management across senior leadership.

Responsibilities

• Own end-to-end Salesforce PRM and Experience Cloud roadmap; unified partner journey.
• Translate reseller workflows into scalable digital solutions for onboarding, MDF, and incentives.
• Automate partner tiering and revenue attribution; enable reseller-distributor collaboration.
• Integrate AI within PRM for deal scoring, enablement, and MDF optimization.
• Collaborate with Channel Sales, Programs, Marketing, Finance, and Operations.
• Lead Agile execution and maintain KPI-driven roadmap progress.
• Ensure interoperability between PRM, CPQ, Sales Cloud, Service Cloud, and Marketing Cloud.

Skills

Salesforce PRM

Experience Cloud

Sales Cloud

Agile product development

Stakeholder management

Partner/channel ecosystems

Data‑driven decision making

Education

Bachelor’s degree in Business/CS/IS

MBA preferred

Tools

Salesforce PRM

CPQ

CRM systems

Experience Cloud

Sales Cloud

Marketing Cloud

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.

At F5, our mission is to power and protect every app anywhere. As we expand our SaaS and recurring revenue business, the strength and integration of our partner and channel systems are more critical than ever. We are transforming our digital ecosystem to enable seamless partner collaboration, efficient onboarding, and data-driven engagement, helping our global partner community of resellers, distributors, MSPs, and alliances co‑sell and grow with F5.

Position Summary

F5 Digital Platforms drives enterprise transformation through scalable systems that power customer and partner engagement. We are seeking a Senior or Principal Product Manager for Partner and Ecosystem to lead the vision, strategy, and execution of Salesforce Partner Relationship Management (PRM) and next‑generation partner experience capabilities.

This role shapes how partners engage, sell, and succeed with F5. You will modernize the PRM ecosystem by infusing AI, automation, and analytics across the partner lifecycle, including onboarding, enablement, deal registration, marketing development funds (MDF), incentives, and renewals.

The ideal candidate combines deep Salesforce PRM expertise with a strong grasp of partner channel processes and a track record of delivering measurable impact in global enterprise environments.

Key Responsibilities

• Product Leadership: Own the end‑to‑end Salesforce PRM and Experience Cloud roadmap. Deliver a unified partner journey across onboarding, enablement, deal registration, MDF, incentives, and support. Translate complex reseller and distributor workflows into scalable digital solutions.
• Partner Channel Expertise: Optimize key channel processes such as partner quoting, deal protection, tier management, MDF approvals, and co‑marketing. Enable automation that supports reseller‑distributor collaboration, partner performance visibility, and accurate revenue attribution.
• Data‑Driven Tiering and Incentives: Design and operationalize automated tiering and incentive models using data from CRM, CPQ, finance, and enablement systems. Ensure transparency and fairness in partner performance recognition.
• AI Integration: Integrate predictive and conversational AI within Salesforce PRM to deliver intelligent deal scoring, personalized enablement, and MDF optimization. Define metrics and dashboards to track partner engagement, deal velocity, and ROI.
• Cross‑Functional Collaboration: Partner with Channel Sales, Programs, Marketing, Finance, and Operations to ensure the PRM ecosystem is scalable, compliant, and intuitive.
• Execution: Lead Agile product execution, prioritizing backlogs, and coordinating with engineering and stakeholders. Ensure clear communication on roadmap progress, KPIs, and business outcomes.
• Integration Quality: Ensure seamless interoperability between PRM, CPQ, Sales Cloud, Service Cloud, and Marketing Cloud to maintain a unified partner and customer experience.
• Stakeholder Management: Serve as the primary advocate for partner needs. Communicate updates and insights effectively across leadership and partner teams.

Qualifications

• 10+ years of progressive product management experience, including at least 5 years in partner or channel ecosystems within enterprise or SaaS platforms
• Proven expertise in Salesforce PRM, Experience Cloud, and Sales Cloud, with success delivering partner onboarding, deal registration, incentive, and MDF management capabilities
• Deep understanding of partner business models, including reseller, distributor, and alliance structures, and how they translate into scalable CRM and PRM solutions
• Demonstrated success defining and executing data‑driven tiering and incentive frameworks integrated with CRM, CPQ, financial, and learning systems
• Strong background in Agile product development, including sprint planning, backlog management, and cross‑functional collaboration for complex global programs
• Proven ability to lead large‑scale PRM or channel transformations that enhance partner experience, engagement, and operational efficiency
• Excellent analytical, communication, and storytelling skills, with the ability to influence senior leadership and drive alignment across business and technology teams
• Bachelor’s degree in Business, Computer Science, or Information Systems; MBA preferred

Preferred Qualifications

• Experience with AI and ML for partner enablement, predictive tiering, or conversational support
• Familiarity with integrating PRM with LMS, incentive, MDF, and co‑marketing systems
• Knowledge of third‑party PRM accelerators such as Impartner, Allbound, Seismic, or Coveo
• Experience delivering global partner programs with dashboards, gamification, and analytics‑driven engagement
• Ability to navigate complex stakeholder environments and scale systems in a global, multi‑cloud organization.

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.

The annual base pay for this position is: $213,100.00 - $319,700.00

You may also be offered incentive compensation, bonus, restricted stock units, and benefits. More details about F5’s benefits can be found at the following link: https://www.f5.com/company/careers/benefits . F5 reserves the right to change or terminate any benefit plan without notice.

Please note that F5 only contacts candidates through F5 email address (ending with @f5.com) or auto email notification from Workday (ending with f5.com or @myworkday.com).

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].