Sr Channel Account Manager jobs at F5 in India, Noida

Role Overview:

This position is responsible for increasing revenue inregion/territory/district

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.

• 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 identify opportunities, sell F5 solutions, and fully understand F5’s UNITY Partner program.

• Pipeline Growth and Management – Identify, in conjunction with partners, new sales opportunities. 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.

• 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 – Leverage F5 marketing funds to drive demand generation activities that generate the highest possible ROI. Manage channel marketing funds to ensure event and partner success.

• Account Mapping – Drive regular cadence of account mapping sessions with partners and the F5 sales team focused on driving net-new accounts and new opportunities in existing accounts.

• Business Planning – Work with partners to develop and execute a strategic business plan focused on driving new accounts, new opportunities, sales and technical competency and incremental bookings growth. Collaborate with Strategic Partner Managers to develop and execute business plans for our national strategic partners in territory where appropriate. The partner business plans are the basis for QBRs and need to be updated quarterly.

• Special Projects & Reporting - Work on strategic initiatives as established by channel management and reporting business issues/opportunities as requested by channel and/or executive management.

• Build relationships with strategic eco-system business partners in the field (examples: VMware, Microsoft, Oracle, Cisco).

• Recruit and develop new partner relationship to drive whitespace penetration, access to new vertical and technology markets.

• Create and execute awareness and training programs for the F5 sales force to highlight partners, educate on the UNITY Partner program, and actively participate in district QBRs.

• In North America, a Sr CAM can support a territory plus one or more small to midsize strategic partner accounts. Responsible for geographic territory and a Strategic Partner Account that has headquarters within that region. Acts as a lead on planning and programs for that Strategic Partner.

• Advanced Business Acumen - Well developed understanding of business, and strategy. Takes initiative on new programs and innovation to further business goals.

• Influence/channel leadership -Trusted advisor status with District Manager; Channel leadership - ability to lead, positively influence and shape behavior of partners and TAMs/MAMs (and broader channel team); Excellent Brand at F5.

• F5 Messaging - Excels at delivering F5 story and messaging. High skilled at delivering compelling presentations on F5's products & solutions.

• Leverage F5 internal resources - Influence and obtain sponsorship from internal F5 groups to support programs at partners to drive incremental business opportunities for F5 and the partner.

• Actively engage with F5’s eco-system business partners to plan activities that will drive F5 awareness and opportunities with our partners.

• The position requires exceptional executive presence and ability to work across multiple executive roles to direct/educate/ communicate our business plan priorities and progress.

• Achieve quarterly business metrics for channels. These include: PIO (Partner Initiated Opportunities), security and software attach rates, net-new accounts, competitive take-out, and other partner value-add metrics.

What You’ll Bring

• BA or Master's degree or equivalent combination of training and experience

• 8+ years of directly related experience, progressing to senior-level role(s)

• Highly efficient & organized / excellent time management skills.

• Highly developed, clear concise and compelling communication skills.

• Strong presentation skills and ability to articulate complex technology simply

• Well-developed business acumen and understanding of business strategy

• Excellent conflict management skills, with the ability to be fair & firm.

• Knowledge of enterprise networks, security and applications (desired)

• Detailed experience with Microsoft applications such as Outlook, PowerPoint, Word and Excel

• Clear, concise, and effective communicator - highly developed, clear concise and compelling communication skills. Persuasive pitch & presentation skills.

• Excellent sales and management skills

• Experience in two-tiered channel resale models

• Background in software/hardware sales and distribution – with large Software, Hardware, Security and/or Networking Companies

• Proven track record of success in sales and marketing programs

• Strong knowledge of Application Delivery Networks and security

• In-depth knowledge of partner organizations, processes, business drivers and internal operations

What You’ll Get:

• Hybrid working mode

• Career growth and development opportunities

• Recognitions and Rewards

• Employee Assistance Program

• Competitive pay, , and cool perks

• Dynamic Interest Groups

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.

What You’ll Do:

• Primary point-of-contact for major account/(s) regardless of account’s geographic location.

• Maintains contact with account at a high, executive level, focusing on the strategic nature of the relationship

• Sells the organization’s products or services to and maintains relationships with existing national named accounts.

• Responsible for expanding and retaining named accounts while ensuring ongoing customer service.

• Responsible for identifying and qualifying long-term and short-term business opportunities and pro-actively identifying and addressing competitive threats

• Prepares formal proposals and presentations, presents to all levels of the organization including executives, leads negotiations, coordinates complex decision making processes and overcomes objectives to closure, and closes sales in a professional and effective manner

• Responsible for significant key partner relationship management and development.

• Facilitate executive-level relationships between the customer, F5 and its partners including; facilitating communication on strategic and tactical issues and maintaining continuity

• Maintain up-to-date knowledge of industry trends, technical developments and government regulations that effect target markets

• Must understand organization’s business needs, develop application of products and services and communicate how F5’s technical value added solutions will address those needs

• Research and develop lists of potential customers within an organization; regularly follow-up on leads and developing leads, and act to close deals

• Assume a leadership role in coordinating account strategy and tactics for sales support team (inside sales, systems engineering, sales management)

• Assume full responsibility for accurate sales forecasting by demonstrating in depth knowledge of sales cycles from initial contact through the procurement process, ensure SalesForce is utilized appropriately and maintained on a regular basis

• Develop and maintain detailed account profiles including organizational charts for all accounts to be reviewed by management on a quarterly basis

• Partner with internal and external teams and channels to develop innovative technical solutions to maximize F5´s footprint and Customer dependent in account

• Responsible for upholding F5’s Business Code of Ethics and for promptly reporting violations of the Code or other company policies

• Perform other related duties as assigned

What You’ll Bring:

• 10-15 years of direct work experience in a relevant environment

• BS / MBA degree preferred

• Job may be performed on-site at a customer facility or data center, or in an office environment sitting at a desk or computer table

• Duties may require being on call periodically and working outside normal working hours (evenings and weekends)

• Duties require the ability to travel up to 50% via automobile and airplane, and may require being on call periodically and working outside normal working hours (evenings and weekends)

• Strong Influencing skills

• Demonstrated selling skills in a complex matrix environment

• Demonstrates effective use of internal relationships and resources

• Use of Sales tools like SFDC and Clari and exposure to sales concepts like MEDDIC

• Strong ability to effectively manage time and prioritize workload, develop and manage pipeline and forecasting

• Understanding and experience handling Government Accounts.

• Requires specialized knowledge in networking products, preferably those of F5

• Strong negotiation and closing skills with Integrity First Approach

• Strong solution selling and presentation abilities

• Advanced client interfacing and customer-focused approach

What You’ll Get:

• Hybrid working mode

• Career growth and development opportunities

• Recognitions and Rewards

• Employee Assistance Program

• Competitive pay, , and cool perks

• Dynamic Interest Groups

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.

What You’ll Do:

• Primary point-of-contact for major account/(s) regardless of account’s geographic location.
• Maintains contact with account at a high, executive level, focusing on the strategic nature of the relationship
• Sells the organization’s products or services to and maintains relationships with existing national named accounts.
• Responsible for expanding and retaining named accounts while ensuring ongoing customer service.
• Responsible for identifying and qualifying long-term and short-term business opportunities and pro-actively identifying and addressing competitive threats
• Prepares formal proposals and presentations, presents to all levels of the organization including executives, leads negotiations, coordinates complex decision making processes and overcomes objectives to closure, and closes sales in a professional and effective manner
• Responsible for significant key partner relationship management and development.
• Facilitate executive-level relationships between the customer, F5 and its partners including; facilitating communication on strategic and tactical issues and maintaining continuity
• Maintain up-to-date knowledge of industry trends, technical developments and government regulations that effect target markets
• Must understand organization’s business needs, develop application of products and services and communicate how F5’s technical value added solutions will address those needs
• Research and develop lists of potential customers within an organization; regularly follow-up on leads and developing leads, and act to close deals
• Assume a leadership role in coordinating account strategy and tactics for sales support team (inside sales, systems engineering, sales management)
• Assume full responsibility for accurate sales forecasting by demonstrating in depth knowledge of sales cycles from initial contact through the procurement process, ensure SalesForce is utilized appropriately and maintained on a regular basis
• Develop and maintain detailed account profiles including organizational charts for all accounts to be reviewed by management on a quarterly basis
• Partner with internal and external teams and channels to develop innovative technical solutions to maximize F5´s footprint and Customer dependent in account
• Responsible for upholding F5’s Business Code of Ethics and for promptly reporting violations of the Code or other company policies
• Perform other related duties as assigned

What You’ll Bring:

• 10-15 years of direct work experience in a relevant environment
• BS / MBA degree preferred
• Job may be performed on-site at a customer facility or data center, or in an office environment sitting at a desk or computer table
• Duties may require being on call periodically and working outside normal working hours (evenings and weekends)
• Duties require the ability to travel up to 50% via automobile and airplane, and may require being on call periodically and working outside normal working hours (evenings and weekends)
• Strong Influencing skills
• Demonstrated selling skills in a complex matrix environment
• Demonstrates effective use of internal relationships and resources
• Use of Sales tools like SFDC and Clari and exposure to sales concepts like MEDDIC
• Strong ability to effectively manage time and prioritize workload, develop and manage pipeline and forecasting
• Understanding and experience handling Government Accounts.
• Requires specialized knowledge in networking products, preferably those of F5
• Strong negotiation and closing skills with Integrity First Approach
• Strong solution selling and presentation abilities
• Advanced client interfacing and customer-focused approach

What You’ll Get:

• Hybrid working mode
• Career growth and development opportunities
• Recognitions and Rewards
• Employee Assistance Program
• Competitive pay, , and cool perks
• Dynamic Interest Groups

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.

(Telco & MSP) - Delhi

What You’ll Do:

• Articulate theF5 product strategy, messagingand positioning F5’s value proposition and solutions for customer business objectives
• Provide technicalexpertise through sales presentations, solution designs, solutiondemonstrations, proofofconcepts by variousmediums – in-person/virtual presentations, whiteboards etc
• Determine viability of opportunity and map out organizational structure.
• Drive the sales process in partnership with the Account Manager, by identifying the Technical Decision Maker, getting their technical validation, support, and sponsorship
• Consistently provide world-class customer service through the customer life cycle
• Work collaboratively with internal technical andsales resources,share best practices,updates, offer andseek expertise as the need arises in various opportunities

What You’ll Bring:

• 9 + years of related industry experience with some Telco & MSP customer management.
• 3+ years of experience in a similar customer facing technical role
• Familiarity/experiencewith F5 or similarindustry solutiondeployment a plus
• Relevant certifications a plus
• Experience in secure Cloud architectures, Security product like WAF, ZTNA, Firewall, SSL VPN
• Experience with public/private cloud vendors and automation toolsets, basic CICD understanding.
• Good knowledge about IOT, CGNAT, Network Firewall, Gi LAN, CNF & Kubernetes/ Open Shift.
• Experience with SaaS vendor and able to articulate SaaS benefits
• Experience with container orchestration solutions (eg: OpenShift, Kubernetes)
• Proficient in one or more programming languages will be added advantage, good understanding of routing, switching, virtualization

What You’ll Get:

• Hybrid working mode
• Career growth and development opportunities
• Recognitions and Rewards
• Employee Assistance Program
• Competitive pay,, and cool perks
• DynamicInterest Groups

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.

Role Overview:

The Marketing Manager is responsible for planning, organizing and executing programs that generate new prospects and advance existing opportunities. All programs should align targeted integrated campaigns that drive engagement, contribute to pipeline growth and awareness.

This will include the ability to incorporate multi-touch, multi-dimensional programs including both inbound and outbound tactics; operate as the primary interface between Marketing and Sales; and liaise with the central demand functions within the theatre (campaign managers, digital marketing managers, solutions managers and operations managers).

Demand Generation

• Increase demand for F5 solutions by executing campaigns in the field and through Channel partners
• Develop and implement pipeline acceleration programs to ensure movement throughout the Demand Waterfall
• Diligence over KPIs and ability to track linearity based on funnel management and flow
• Proactively work with sales on lead management and ensure that expectations are managed in terms of lead follow up and drive continuous process discipline

Field Marketing Events

• Research, select, design and manage key local events to be included as tactics in the broader campaign plan and ensure there is a cohesive pre-event and post-event strategy to increase engagement and response rates
• Ensure leads from event execution are visible and sales is accountable for follow up to ensure ROI
• Forecast, measure and analyze reports on impact of field events to learn, improve and justify investment
• Communicate and educate the sales team regarding new and planned marketing activities including global, regional and local programs

Data Analytics

• Drive continuous analysis of data trends/quality and derive actionable insights for campaigns and field initiatives
• Ensure discipline of post initiative analysis to extract continuous learnings
• Report on marketing operations performance, lead management and program ROI metrics

What You’ll Bring:

• Bachelor’s degree in business, marketing, communications etc. or equivalent level of experience.
• 3~5 Years of Field Marketing experience (B2B SaaS background preferred)
• Excellent written and oral communication skills
• Must be experienced in functions such as: Campaign and Events, Customer References, Social Media
• Creative and analytical, eye for details, challenging assumptions and following Metric, data-driven mindset.
• Motivated and enthusiastic about working in complex and challenging environments of a rapidly evolving industry.
• Open & growth-oriented mindset
• Willingness to work independently

What You’ll Get:

• Hybrid working mode
• Career growth and development opportunities
• Recognitions and Rewards
• Employee Assistance Program
• Competitive pay,, and cool perks
• Dynamic Interest Groups

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.