Director of Channel Sales - West/Central (Sales)
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.
Position Summary:
As the Director of Channel Sales, you will lead and inspire a team of Regional Channel Account Managers, fostering strong collaboration between internal F5 sales teams and external partner sales teams. Your primary goal will be to accelerate partner-driven revenue growth by expanding opportunities with existing and new customers. In addition, you will ensure all efforts align with F5's go-to-market priorities and the Unity+ Program guidelines. You will also track and evaluate your team's performance, ensuring key performance indicators (KPIs) and quota targets are consistently met to deliver exceptional results.
Primary Responsibilities:
Provide clear communication and leadership to drive high sales performance and consistent partner contributions, strengthening the partner-initiated pipeline within West/Central regions.
Lead the team in creating and executing business plans with Regional “Focus” Partners, incorporating mutual objectives, SMART goals, integrated marketing strategies, and defined success metrics.
Oversee and coordinate the team's preparation and execution of QBRs with Regional “Focus” Partners and F5 leadership.
Ensure alignment and execution of regional account plans with National Partners.
Mentor the team in building trusted relationships with Regional Partners and promoting their engagement in F5 Partner Advisory Council and Partner Technical Advisory Board initiatives.
Drive partner participation in flagship events like F5 AppWorld and Partner Connect to maximize engagement and visibility.
Lead quarter-end activities to ensure accurate processing of committed deals for West/Central sales teams.
Manage Regional Partner contracts by ensuring all agreements are upheld and actively maintained while verifying compliance for all sales opportunities with established terms and conditions.
Promote employee growth and retention through mentorship, training, and professional development opportunities.
Lead the team to exceed quarterly sales targets and annual quotas.
Uphold F5's Business Code of Ethics, including adherence to LeadF5 and BeF5 principles, and ensure timely reporting of any violations of company policies or the Code of Ethics.
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 in business, marketing, or related field of study
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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.
The annual base pay for this position is: $185,800.00 - $278,600.00F5 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.
