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Channel Account Manager

Channel Account Manager
Company:

F5


Place:

Auckland


Job Function:

Sales

Details of the offer

Come work at a place where innovation and teamwork come together to support the most exciting missions in the world!
Our Employees
Are valued and empowered, collaborative and team oriented, innovative in their approach and passionate about their work. They are reliable, trustworthy and open with a high level of integrity. They value diversity, are inclusive and are committed to a global mindset.Position Summary
Located Auckland, New Zealand
This position is responsible for all business development aspects of F5 partnership with Global System Integrators (GSI, local partners and distributors with a focus on joint business planning, strategic direction and executing on sales revenue and lead generation. This involves identifying, recruiting and developing opportunities with assigned partners in order to drive incremental business and ensure that the assigned partners as an extension of F5’s sales team.
In particular, there is a strong emphasis on growing the business in the white space market (non-named accounts, also known as Tier 2 market). As well as ensuring F5 solutions are a major component of any MSP offering or partner branded hosted services to their customers. The Partner role has visibility of, and works with, end users together with our partners and are assigned specific individual quotas.
They are accountable for delivering their specific quota to the NZ Theatre/Region through proactive interactions and strategic engagements with assigned partners organization. This role is to ensure that the partners sales teams are driving incremental sales through effective sales and technical training, demand generation marketing efforts and mutual business planning.
The role sits in the ANZ Channel Team with a direct reporting line to the ANZ Channel Sales Director and dotted line report into the APJC and Global Alliances Directors.
Responsibilities
Responsible for upholding F5’s Business Code of Ethics and for promptly reporting violations of the Code or other company policies.
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 leveraging relationships and selling into the assigned partner community
Sales Education and Training – partner with partners to identify and provide sales education and training opportunities; ensuring partner has the tools to sell F5 solutions and understanding business transactions (including deal registration and other processes)
Accompanying partners to end user customer meetings, presentations and events.
Marketing/Demand Generation – Identifies, in conjunction with partner new sales opportunities leveraging F5 marketing funds when necessary. Manage channel marketing funds to ensure event and partner success.
Business Planning – Develop Business Plan for partner. Ensuring that the partner is able to effectively position F5 as best solution to customer such as, common sales objectives, training initiatives, marketing activities, certification opportunities and developing accurate profiles of the partner business to ensure successful growth for F5.
Work with internal 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 partner and their 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, manage and track deal registrations specific to partner via the SFDC tool.
Relationship Management – developing strong top to bottom relationships throughout partner, ensuring partner compliance with the F5 Partner Program and fostering working relationship between the F5 sales, management and technical teams and the partner sales, management and technical teams.
Resolve business problems associated with the partner relationships; including but not limited to deal registration, service renewals and credit issues
Foster sales engagements between partner sales force and F5 sales force
Special Projects/Reporting - working on strategic initiatives as established by channel management and reporting business issues/opportunities as requested by channel and/or executive management
Leverage all F5’s resources to maximize opportunities with partner
Utilize relationships with strategic Business Development partners in the field
Support the APAC management team in special projects and strategic planning.
Perform other related duties as assigned.
Knowledge, Skills and Capabilities
Career - level experienced and knowledge of the IT industry and the channel community.
Expert understanding of MSP/Carrier product/solution creation needs and process
Experience in building out C-Level Relationships within large SI/Carrier organizations
Identify new sales opportunities with current channel partners
Results orientated team player with a committed effort to overachieve individual goals.
Develop territory activities with partners and internal sales teams
Manage and execute quarterly marketing budget to support account strategy
Strong interpersonal skills in building strong relationships quickly and effectively.
Must be able to demonstrate ability to lead people and get results through others.
Sound commercial and business acumen.
Create and execute awareness and training programs for sales force
Qualifications
BA in Marketing or Business
5+ year experience in technology sales in a channel environment
Experience in marketing in a technology organization
Experience in two-tiered and direct channel resale models
Ability to operate Microsoft applications such as Outlook, PowerPoint, Word and Excel
Knowledge of enterprise networks and applications desired
Background in software/hardware sales and distribution – with large Software, Hardware, and/or Networking Companies
Proven track record of success in sales and marketing programs
Strong knowledge of Application Delivery Networks
Experience negotiating OEM and Partner contracts
In-depth knowledge of Strategic Partner organization, processes and internal operations
Strong and current internal network within Strategic Partner
Strong presentation skills and ability to articulate complex technology simply
Ability to travel
Proven track record in a high growth company of medium size from the information technology/networking industry.
Must have maturity in building organizational capability and sales growth whilst managing costs.
Physical Demands and Work Environment
Daily computer use in an office environment. Duties require the ability to utilize a computer keyboard, communicate over the telephone, and read printed material.
Duties may require travel via automobile, locomotion or airplane, and may 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.
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.
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. Reasonable accommodation is available for qualified individuals with disabilities, upon request.


Source: Jobs4It

Job Function:

Requirements

Channel Account Manager
Company:

F5


Place:

Auckland


Job Function:

Sales

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