דרושים Engineering Manager Unified Automation ב-F5 ב-הודו

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.

Highly motivated self-starter responsible for achieving assigned sales quotas and goals and for the overall sales strategies and results of a West India Region. All sales are made through channel partners. Leverage and partner with Channel Partner Account Executives on lead generation, account planning and new account development and/or expanding existing accounts.

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
• Responsible for identifying and qualifying long-term and short-term business opportunities and pro-actively identifying and addressing competitive threats
• Develop relationships and leverage channel. Including account planning and lead generation with channel partners; building relationships and developing opportunities with channel partners by effectively communicating and demonstrating F5 solutions. This also involves training channel partners on the F5 story and technical solutions and developing a territory plan focused on channel leverage
• Develop and deliver sales presentations and close sales in a professional and effective manner. Including: developing technical presentations and workshops
• Maintain up-to-date knowledge of industry trends, technical developments and government regulations that effect target markets
• Understand organization’s business needs, develop application of products and services and effectively communicate F5’s technical value-added solutions to meet those needs. Including: researching and developing lists of potential customers; identifying and qualifying business opportunities, making regular sales calls to develop relationships and following-up on sales leads
• Prepare formal proposals and present to all levels of the organization including executive level
• Lead negotiations, coordinate complex decision-making process, overcome obstacles to closure and close sales in a professional and effective manner
• Assume a leadership role in coordinating territory strategy and tactics for sales support team (inside sales, systems engineering, channel manager)
• Assume full responsibility for accurate sales forecasting by demonstrating in-depth knowledge of sales cycles from initial contact through the procurement process and ensure SalesForce is utilized appropriately and maintained on a regular basis
• Create and update annual account plans, determine market strategies and goals for each product and service
• Responsible for territory planning through research, development and maintenance of long- and short-range sales and marketing plans
• Develop and maintain detailed account profiles for large accounts in territory, to be reviewed by management on a quarterly basis
• Provide regular updates to manager concerning account issues, financial status, etc.
• Meet or exceed sales quotas and revenue goals
• Develop and maintain communications in a cooperative and professional manner with all levels of staff and customers
• Support the APAC management team in special projects and strategic planning

What You’ll Bring:

• Bachelor's degree or higher in business administration or engineering, or equivalent work experience
• At least 8 years of sales, or relevant experience handling Enterprise & BFSI customers across West India region.
• Lead customer conversations around Application Security and Delivery, helping shape a safer digital world.
• Experience in API, application, network security, or SaaS sales is a strong advantage.
• Should be hands-on and be able to perform the function independently
• Proven track record in a high growth company of medium size from the informationtechnology/networkingindustry
• Must have maturity in building organizational capability and sales growth whilst managing costs.

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:

Organization / SE Go-to-market

• Provide leadership, guidance and direction to lead a high performing SE team.

• Define an organizational & technical strategy to support the Regional Business plan.

• Develop and execute on a Team Lead program for potential management promotions, build a talent pipeline of potential candidates, develop and execute on a retention strategy and analyse turnover.

• Define compensation plan based on regional goals.

• Works with Sales Leadership and Finance to define quarterly budget.

Resource Planning and Allocation

• Create technical resource plan for region based on SE and Sales feedback as well as local market demand.

• Define Strategic, Major, Territory and Channel Accounts mapped to SEs.

• Collaborate with regional Sales Leadership to prioritize and target team opportunities; review quantitative information to identify and explain trends. Align resources to deliver on commitments and drive results.

• Focus on building capacity to achieve high team performance based on customer resource needs. Align resources to deliver on commitments and drive results.

Readiness

• Define a development path for each SE team in collaboration with the Sr. SED & SE RVP. This will include both internal and external training, and certification.

• Implement SE Skills Assessment.

• Define and drive the SE Pod program within the region, to develop expertise in F5 & adjacent technologies and solutions.

Account/Partner Engagement

• Participate in, and contribute to regular sales forecast and pipeline reviews.

• Establish and drive process of technical assessment and strategy (Technical Account Plans, Account Plans and Whitespace Analysis), and competitive positioning including documented installed base (F5 and competitive) analysis for all named accounts.

• With Solution Architects, lead team to technical account strategies that align to customer business requirements and goals. Assign and/or request for appropriate resources.

• Assist in determining and requesting for domain / solution-focused resources (e.g. Solution Architects, Product Management) when necessary.

• Assist in qualified partner identification.

• Drive tracking and reporting team metrics in Vivun & SFDC.
  

Management Responsibility

• Management of exempt and/or non-exempt level staff. This includes but is not limited to, establishing goals, assigning or delegating work, providing on-the-job training, giving guidance to staff, conducting performance evaluations, approving paid time-off (PTO), developing performance improvement plans(PIP), taking disciplinary action, and interviewing candidates for open positions.

Other Responsibilities

• Works and assists Sales leaders to develop and support the region’s business plan.

• Executes on the WW SE Strategy in region, drive cross-region collaboration and sharing.

• Directs and controls the activities of the SE organization.

• Defines the budget for the region.

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

• Performs other related duties as assigned.

What You’ll Bring:

• BS or BA degree required

• 10+ years experience in supporting technical sales of enterprise network solutions to corporate accounts or equivalent industry experience

• Exceptional written and verbal communication skills

• Expert project management and negotiation skills

• Expert knowledge of the F5 product line

• Thorough understanding of networking technologies and applications delivery

• Ability to navigate and influence in matrix organization

• Ability to lead in a constantly evolving environment, manage multiple priorities and ambiguity

• Ability to converse with technical and business personnel fluently at all levels of the organization

• Exceptional presentation skills with the ability to articulate complex technologies

• Ability to partner effectively with Sales Executives to identify new sales strategies and market opportunities
  

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.

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.

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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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.. 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 .

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.

Able to partner effectively, and tactically, with Systems Integrators, large Service Providers and regional VARs based on need or required value. This is typically an individual contributor role. This is a quota carrying role.

Responsibilities

• Responsible for upholding F5’s Business Code of Ethics and for promptly reporting violations of the Code or other company policies.
• Primary point-of-contact for major account/(s) regardless of account’s geographic location. Maintain contact with account at a high, executive level, focusing on the strategic nature of the relationship
• Sell the organization’s products or services to and maintain 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
• Prepare formal proposals and presentations, presents to all levels of the organization including executives, lead negotiations, coordinate complex decision making processes and overcome objectives to closure, and close 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
• Determine market strategies and goals for each product and service; understanding the strategies, goals and objectives of named accounts
• 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
• Develop strategy for sustained management and success of business and coordinates resources to ensure goals are met
• Provide regular updates to senior sales and operations staff concerning account issues, financial status
• Meet and exceed sales quotas and revenue goals
• Displace competition
• Support in-country account teams to win business in local Operating Companies
• Partner with internal and external teams and channels to develop innovative technical solutions to maximize F5´s footprint and Customer dependent in account
• Support the APAC management team in special projects and strategic planning.
• Perform other related duties as assigned.

Language Requirements

• Must be able to read, write and speak English fluently.
• Must also be fluent in local language as this role supports our local customers.
• Multiple language skills are a plus.

Qualifications

• Bachelor's degree or higher in business administration engineering, or equivalent work experience.
• At least 10 years of direct work experience in a relevant environment.
• At least 5 years of direct work experience managing public sector enterprises in southern India.
• Should be hands-on and be able to perform the function independently.
• Proven track record in a high growth company of medium size from the informationtechnology/networkingindustry.
• Must have maturity in building organizational capability and sales growth whilst managing costs.

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.