Director of Channel Sales - National Partners

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.

As the Director of Channel Sales, you will spearhead the development and implementation of innovative sales strategies in collaboration with eight National Partners. You will lead and inspire a team of seasoned National Partner Managers, fostering strong, collaborative relationships with sales and partner alliance leaders. Your mission will be to drive partner-initiated revenue growth with both existing and new customers. You will ensure all activities align with F5's go-to-market priorities and Unity+ Program guidelines. You will also diligently monitor and assess your team’s KPI and quota achievements to guarantee exceptional performance and outcomes.

Primary Responsibilities:

• Lead the team with clear communication to ensure high sales performance through consistent partner contribution, supported by strategic marketing plans that drive MQLs to SQLs.
• Guide the team in developing and executing comprehensive business plans with National Partners, including mutual objectives, SMART goals, integrated marketing activities, and agreed-upon success metrics.
• Plan and oversee the team's preparation and execution of QBRs and EBCs between National Partners and F5 leadership.
• Mentor the team in developing and fostering trusted relationships with National Partners, prioritizing commitments and participation within the F5 Partner Advisory Council and Partner Technical Advisory Board groups.
• Ensure strategic alignment between the F5 National Partner and F5 Regional Partner Teams on district account plans through National Partners to achieve quarterly KPIs and sales targets.
• Lead the team to overachieve quarterly and annual sales targets and team quotas.
• Accelerate National Partner participation in flagship events like F5 AppWorld and Partner Connect.
• Lead the team in managing quarter-end cadence with National Partners to ensure timely processing of committed deals, and coordinate communication with F5 Regional Partner Teams, F5 Sales Teams, and F5 Sales Operation Teams.
• Manage National Partner contracts to ensure all F5 partner agreements and obligations are executed and actively maintained. Ensure all sales opportunities comply with the established terms and conditions.
• Champion employee development and retention by providing ongoing mentorship, training, and professional growth opportunities.
• Uphold the F5 Business Code of Ethics, including LeadF5 and BeF5 behaviors, and ensure prompt reporting of any violations of the Code or other company policies.

Essential Skills, Expertise, and Requirements:

• Minimum 15 years of experience in partner ecosystem and technology sales
• Proven track record of at least 5 years in successfully leading and maintaining a top-performing channel team, with a strong emphasis on hiring and nurturing top talent
• Ability to lead and thrive in a fast-paced environment with a high-performing team
• Formidable team leadership, strategic planning and execution, and business operations skills
• Excellent communication, negotiation, and relationship management abilities
• Strong understanding of selling motions via enterprise agreements, SaaS, and cloud marketplace
• Anticipated 30% to 50% domestic travel
• Bachelor’s degree, marketing, or related field

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.

F5 maintains broad salary ranges for its roles in order to account for variations in knowledge, skills, experience, geographic locations, and market conditions, as well as to reflect F5’s differing products, industries, and lines of business. The pay range referenced is as of the time of the job posting and is subject to change.

You may also be offered incentive compensation, bonus, restricted stock units, and benefits. More details about F5’s benefits can be found at the following link: https://www.f5.com/company/careers/benefits. F5 reserves the right to change or terminate any benefit plan without notice. 

Please note that F5 only contacts candidates through F5 email address (ending with @f5.com) or auto email notification from Workday (ending with f5.com or @myworkday.com).

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.  F5 offers a variety of reasonable accommodations for candidates. 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 accommodations@f5.com.