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.Role Overview: This position handles business development aspects of F5 partnerships with primary focus on sales revenue and lead generation for our Territory Business.This involves identifying, recruiting and developing opportunities with the partners across channels namely, Value Added Resellers (VARs, Solution Partners, Alliances and Global Systems Integrators (GSIs) in order to drive incremental business and ensure that the partners operate as an extension of F5’s sales team. Grow the business in the white space market (non-named accounts, also known as Tier 2 market). The Channel role has visibility of and works with end users together with our partners and are assigned regional territory business quotas.This role ensures that partners are driving incremental sales through effective sales and technical training, demand generation marketing efforts, deal registrations, channel led projects and mutual business planning.Sounds interesting? Read on!What You'll Do:Responsible for upholding F5’s Business Code of Ethics and for promptly reporting violations of the Code or other company policies.Lead F5 Unity partner program within specific region and drive compliance with partners on all aspects of the program. (Certifications, Accreditations & Revenue Target)Responsible for identifying and qualifying long-term and short-term business opportunities and pro-actively identifying and addressing competitive threats.Identify and qualify end user account opportunities through using relationships and selling into the Channel and Strategic Partner community.Sales Education and Training – partner with channel and strategic partners to identify and provide sales education and training opportunities; ensuring partners have the tools to sell F5 solutions and understanding business transactions (including deal registration and other processes).Marketing/Demand Generation – Identifies, in conjunction with Partners (VAR’s, LAR’s, System Builders and Distributors), new sales opportunities using F5 marketing funds. Run channel marketing funds to ensure event and partner success.Business Planning – Develop Business Plan for the focus partners. Ensuring that partner is able to optimally position F5 as the best solution to customer such as, common sales objectives, training initiatives, marketing activities, certification opportunities and developing accurate profiles of the partner's business to ensure successful growth.Work with F5 and Partner marketing teams to develop and deliver a regular marketing cadence and calendar of events to support both partner and F5 businesses.Pipeline Management – Ensure Partners and field sales reps and management are working together in the sales process, lead generation, registering opportunities, accurately forecasting revenue and tracking to required revenue goals established by their discount tier.Support, lead and supervise deal registrations specific to your partners via the SFDC tool.Relationship Management – developing strong top to bottom relationships throughout the partner organisations and encouraging working relationship between F5 sales, management and technical teams and the partner sales, management and technical teams.Resolve business problems associated with partners relationships; including but not limited to deal registration, service renewals and credit issues.Special Projects - working on pivotal initiatives as established by channel management.Bring to fruition all F5’s resources to improve opportunities with Strategic Partner.Identify new sales opportunities with current channel partners.Results orientated teammate with a committed effort to overachieve individual goals.Develop territory activities with partners.Lead and complete quarterly marketing budget to support account strategy.Strong listening skills in building positive relationships quickly and optimally.Sound commercial and discernment.Build and complete awareness and training programs for salesforce.What You'll Bring:5 years or more experience in technology sales in a channel environment.Experience in marketing in a technology organization.Experience in two-tiered and direct channel resale models.Knowledge of enterprise networks, application, security or multi-cloud technologies.Experience negotiating OEM and Partner contracts.In-depth knowledge of Strategic Partner organization, processes and internal operations.Consistent record in a high growth company of medium size in the information technology industry.What You’ll Get:Hybrid working mode Career growth and development opportunities Recognitions and Rewards Employee Assistance Program Competitive pay, comprehensive benefits, and cool perks Culture of Giving Back Dynamic Diversity & Inclusion Interest Groups Apply if you believe your own unique capabilities can contribute to the success of this role and our organization! #LI-LL1The 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.Please note that F5 only contacts candidates through F5 email address (ending with @f5.com) or auto email notification from Yello/Workday (ending with f5.com or @myworkday.com).Equal Employment OpportunityIt 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 accommodations@f5.com.
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