Regional Channel Account Manager III

F5; Minneapolis (MN); On-site; USD 86,800 - 130,200; Full time

Job summary

F5 is seeking a Channel Account Manager to grow Midwest revenue through partner alignment and go-to-market execution.

You will train partner sellers, lead strategic partner initiatives, and drive joint marketing initiatives with technology alliance partners. Expect quarterly business reviews, ongoing relationship building with partners, and robust use of SFDC/Tableau for pipeline insights.

Qualifications

• Minimum 10 years’ experience of channel management and/or technology sales.
• Proven track record of building and executing successful business plans that yield high growth.
• Ability to thrive in a fast-paced, high-volume, team-based environment.
• Strong time management, strategic planning, conflict resolution, and channel acumen skills.
• Approximately 30% domestic travel.
• Bachelor’s degree in business, marketing, or related field of study.

Responsibilities

• Lead and manage targeted sales plays that drive F5 adoption in cloud application delivery and security products and services through strategic partners.
• Deliver F5 sales training to partner sellers, focusing on relevant use cases and customer outcomes.
• Support joint initiatives with F5’s Technology Alliance Partners to bring integrated solutions to the market through strategic partners.
• Elevate F5’s brand within partner ecosystem, in addition to: plan and execute strategic business plans with focus partners, lead weekly cadence calls, ensure alignment among sales and partners, develop relationships within Partner Advisory groups, align partner sellers with F5 Account Managers, collaborate in marketing activities, manage quarterly business reviews, inspect pipeline and trends using SFDC/Tableau, oversee partner contracts.

Skills

Channel management

Technology sales

Strategic planning

Partnership development

Sales enablement

Education

Bachelor's degree in business/marketing/related field

Tools

SFDC

MEDDIC

Tableau

TechTarget

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.

As a Channel Account Manager, you will be responsible for growing F5 revenue; partner-initiated pipeline and revenue; and overall F5 market share for the Midwest region. You ensure partners are aligned with F5's sales teams through mutual business planning, training and sales enablement, and demand generation marketing activities. Primary Responsibilities:

Strategic Go to Market Execution- Lead and manage targeted sales plays that drive F5 adoption in cloud application delivery and security products and services through strategic partners.

Sales Enablement and Training- Deliver F5 sales training to partner sellers, focusing on relevant use cases and customer outcomes.

Ecosystem Partner Alignment- Support joint initiatives with F5’s Technology Alliance Partners to bring integrated solutions to the market through strategic partners.

Partner Engagement and Field Momentum- Elevate F5’s brand within partner ecosystem, in addition to:

• Create and execute strategic business plans with focus partners, inclusive of mutual objectives; quantified goals; go-to-market plans with supporting activities; and expected ROI or success metrics. Leverage business plans in routine precedence and partner QBRs; examine and update business plans on a quarterly basis.
• Lead weekly cadence calls with focus partners to monitor pipeline; revenue to sales targets; marketing activities; sales and technical training; accreditation and certification requirements; sales team collaboration and account mapping.
• Ensure bidirectional alignment among sales and business leaders at focus partners and F5.
• Plan and lead QBRs and executive briefings between focus partners and F5.
• Develop and foster partner leadership relationships within F5’s Partner Advisory Council and Partner Technical Advisory Board groups.
• Align partner sellers with F5 Account Managers.
• Collaborate in marketing calls, activities, and events with partners, including pre- and post-event planning to optimize ROI.
• Lead quarter-end cadence to ensure timely processing of partners' committed deals; communicate with F5 Account Managers.
• Utilize sales tools (SFDC, MEDDIC, Tableau, TechTarget) to inspect prospects, pipeline, trends, etc.
• Oversee partner contracts to ensure F5 partner agreements and obligations are executed and maintained.

Desirable Experience:

• Minimum 10 years’ experience of channel management and/or technology sales
• Proven track record of building and executing successful business plans that yield high growth
• Ability to thrive in a face-paced, high-volume, team-based environment
• Strong time management, strategic planning, conflict resolution, and channel acumen skills
• Approximately 30% domestic travel
• Bachelor’s degree in business, marketing, or related field of study

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: $86,800.00 - $130,200.00

F5 maintains broad salary ranges for its roles in order to account for variations in knowledge, skills, experience, geographic locations, and market conditions, as well as to reflect F5’s differing products, industries, and lines of business. The pay range referenced is as of the time of the job posting and is subject to change.

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].