National Partner Manager

Channel Account Manager

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 designated National Partners. You will lead National Partners to ensure they are aligned with F5's sales teams through mutual business planning, training and sales enablement, and demand generation marketing efforts.

Primary Responsibilities:

• Create and execute strategic business plans with National 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 National Partners to monitor pipeline; revenue to sales targets; marketing activities; sales and technical training; accreditation and certification requirements; sales team collaboration and account mapping.
• Convey National Partner initiatives – and how they align to F5 priorities, to F5 Channel and Sales leadership.
• Plan and lead QBRs and executive briefings between National Partners and F5.
• Develop and foster long-term strategic relationships with National Partners, prioritizing commitments within F5's Partner Advisory Council and Partner Technical Advisory Board groups.
• Align with F5 Regional CAMs and Sales Teams on district account plans through National Partners.
• Collaborate in marketing calls, activities, and events with National Partners, including pre- and post-event planning to optimize ROI.
• Promote National Partner participation and sponsorship of F5 events, such as AppWorld and Partner Connect.
• Lead quarter-end cadence with National Partners to ensure timely processing of committed deals; communicate with F5 Regional CAMs and Sales Teams.
• Utilize sales tools including – but not limited to, Salesforce, Tableau, Highspot, Tech Target, LinkedIn, Partner Central to inspect business trends, insights, and learnings; and promote F5 brand and partnerships.
• Oversee National Partner contracts to ensure F5 partner agreements and obligations are executed and maintained.
• Participate in pilot projects or task force groups to improve channel offerings, processes, and policies.

Desirable Skills, Knowledge, and Experience:

• Minimum 10 years' experience channel management and technology sales
• Minimum 5 years' experience – with proven track record, managing National Partners
• Ability to thrive in fast-paced, team-based environment
• Strong time-management, strategic planning, and business acumen skills
• 30-50% domestic travel
• BA degree or equivalent combination of training and experience