F5 Sr Business Development Manager 

Japan, Tokyo 

803220827

Responsible for executing with F5’s Application & AI Led strategy, the position would be aligned with the Partner organization.

• Overall responsibility for all business management aspects related to the development of Large SI partnerships & partner ecosystem across AI & Application Led initiatives
• Devise and execute revenue strategies by Market, Segment and Solution area and align with F5 Partner Business GTM strategy
• Ensure sales enablement of Business partners through ongoing sales & technical training and certification levels
• Provide leadership to virtual teams of F5 and Partner sales organizations and account teams
• Defining, negotiating, and closing high-impact partnerships for F5’s AI products
• Managing relationships with partners, identifying new opportunities, and growing partnership success
• Working closely with product and engineering teams to define priorities and identify key opportunities
• Managing external and internal cross-functional teams when integrating products or technologies with external partners
• Conducting market research and analysis to identify trends and opportunities in the AI industry
• Working cross-functionally with sales, legal, marketing, finance, product, and engineering teams to negotiate deal terms, drive special projects, advocate internally for partners, and educate on industry trends
• Providing regular reports and updates on partnership activity and performance
• Devise, implement and execute Partner revenue growth activities, campaigns and programs
• Develop, maintain and grow in strategic importance with Strategic Large SI/OEM relationships across India Assist Director- Channels and Country Head India in planning cycles
• Ensure regular Quarterly Business Reviews, both internally as well as with partner’s leadership
• Ensure competitive containment through sales programs, marketing, messaging & training
• Monitor India bookings progress & trends, as well as ‘share of wallet’ and market share position, and provide reports & analysis to leadership
• Gather competitive intelligence and drive counter measures through teaming with corporate and India marketing & sales leadership.
• Design, secure approval and execute specific counter competitive programs and pricing actions as needed
• Work strategically to identify new industry specific ‘use cases and solutions’ with Large SIs.
• Additional projects and responsibilities towards Large SIs as assigned by Director- Channels

Performance Metrix - Financial, Strategic, Operational, Relationship

• Partner Sourced & Partner Influenced Revenue
• Number of Active Deals Partner pursues in the Quarter
• Number of Leads generated by Partner
• YoY Growth in Partner revenues Marketing Investment from both sides (%)
• Number of Partner Staff Trained
• Number of Fortnightly Pipeline Calls, Quarterly F5 bookings vs. India Partner Business plan starting a Quarters down
• Forecasting accuracy- a Quarters down
• Sales enablement: field readiness, training & certification metrics
• Training quality, attendance and certifications statistics for India

Ket Relationships

Director- Channels and Country Manager India

Obtain and provide executive feedback and develop joint GEO sales strategies

Marketing leadership

Local marketing management – align GTM strategy, decide on BP / Sales strategies and programs, gain feedback on local and global marketing priorities

Product Management

Technical Service Heads

Get access to Partner Technical organizations/Units across all levels to gain and maintain training and certification levels

Sales Operations

Ensure quality POS Partner sales data through go-to contacts and forecasting input for forecasting cycles

Proven track record of managing relationships across cross functional groups within the organization and bringing them all together as one organization in front of Large SI

Qualifications

• Bachelor’s degree and/or MBA degree is a strong plus
• 15+ years of strong background in sales or alliance partnerships gained within theCloud/SaaS/Security/AI
• Coming from an OEM background would be an added advantage
• Direct experience of partnering with Large SI’s like Infosys, TCS, LTI, Deloitte, PWC, Accenture, HP, Dell will be an important advantage
• Demonstrable track record of achieving and exceeding targets whilst managing a small number of large accounts or alliance partners, ideally with a next generation software/SAAS company
• Experience and relationships with major SI’s, ISV’s, Managed Service Providers, Value Added Resellers and experience with leading software, Cloud & SaaS organizations required
• Base level knowledge of the AI ecosystem including the technology, what large and small companies are doing, industry alliances, and broader government and regulatory positions