Digital Channel and Distributor Account Manager
hace 2 semanas
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.
***This is a remote role working from Chile, Argentina, or Peru***
This position is responsible for the efficiency and effectiveness of the partners, defined as: Value Added Resellers (VARs), and distributors using the analytical tools that permit to support the sales team to achieve the sales objectives of the territory. In addition, this position is focused on driving the partners to operate as an extension of F5's direct sales team through effective sales and technical training and demand generation marketing efforts
Primary Responsibilities:
Responsible for upholding F5's Business Code of Ethics and for promptly reporting violations of the Code or other company policies. Sales Training – Ensure that partner is able to effectively position and sell F5 solutions. Work with the F5 sales team to drive partner sales training opportunities; ensuring partners have the tools to recognize opportunities, sell F5 solutions, and fully understand F5's UNITY Partner program. Pipeline Growth and Management. Ensure partners, F5 sales reps and management are working together in the sales process, lead generation, registering opportunities, accurately forecast bookings and tracking to required bookings goals established by the partner's UNITY Partner tier. Ensure partners have enablement to process a purchase order by distributors before close sales of month and quarter. Relationship Management – Develop strong top to bottom relationships throughout the partner organization (Management, sales teams, technical teams and marketing) ensuring partner compliance with the F5's UNITY Partner Program and fostering a well-developed relationship between F5/partner sales and technical teams. Excel at Conflict Management - Excellent conflict management skills, with ability to be fair and firm with F5 team and partners. Examples are: Deal registration, support contracts, and partner tier requirements. Marketing & Demand Generation –Manage channel marketing funds to ensure event and partner success.Special Projects & Reporting - Work on critical initiatives as established by channel management and reporting business issues/opportunities as requested by channel and/or executive management. Build a monthly report that allow to have visibility from the top partners with forecast and partners that are closing to reach the next Unity category. Generation of key analytic indicators to support the sales team and make good business decisions. Monitoring the download and software license consumption for proof of concept from partners and distributors. Educate our partners on the UNITY Partner program. Performs other related duties as assigned. Metrics: Achieve quarterly business channel metrics. These include PIO (Partner Initiated Opportunities), security and software attach rates, net-new accounts, competitive take-out, and other partner valuable metrics. 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. Knowledge, Skills and Abilities: Highly efficient & organized / excellent time management skills. Highly developed, clear concise and compelling interpersonal skills. Well-developed discernment and understanding of business strategy Excellent conflict management skills, with the ability to be fair & firm. Experience in two-tiered channel resale models Proven track record of success in channel sales and marketing Knowledge of Application Delivery Networks and security In-depth knowledge of partner organizations, processes, business drivers and internal operations Knowledge of enterprise networks, security and applications (desired) Detailed experience with Microsoft applications such as Outlook, PowerPoint, Word and Excel Qualifications: BA in Marketing or Business 2+ years' experience in technology sales in a channel environment Physical Demands and Work Environment: Duties are performed in home office environment. Duties require the ability to utilize a computer, communicate over the telephone, and read printed material. Duties will require being on call periodically and working outside normal working hours (evenings and weekends). F5 Networks, Inc. is an equal opportunity employer and strongly supports diversity in the workplace We will ensure that individuals with disabilities are provided reasonable accommodation. #LI-RP11 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.-
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