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Distribution Account Manager

  • Dubai

F6

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:

F5 has a history of Tier 2 Channel go-to-market. This route-to-market impacting, revenue creating and influencing position is responsible for increasing revenue growth (from new and existing customers) in region/territory/district through identifying, recruiting, and developing opportunity generating partnerships with partners through Distribution. In addition, this position is focused on driving Distributors to operate as a collaborative extension of F5 sales team.

The right candidate will have a fun and important role to lead, grow, influence and impact and coordinate joint F5 business together within a fantastic team. Your success will depend on your ability and capability to drive incremental Distribution-led F5 revenue through developing strong business and marketing plans, top to bottom relationships, change management, balance of strategic and tactical activities (including diligent follow ups) and underpinned by franchise ownership and growth mindset. You will be the trusted adviser, influencing and motivating Distribution with a tailored value proposition.

A tight connection with the regional and district/s strategic plan/s and the districts sales manager/s and our regional channel organization is crucial. With overall alignment with EMEA and WW Strategic Channel Plans. You will be role model for Distributors and Partners, confident in customer facing meetings and F5 portfolio.

Primary Responsibilities:

The Distribution Account Manager supports the region to achieve the desired growth in Software and Hardware new business.
Responsible for upholding F5’s Business Code of Ethics and for promptly reporting violations of the Code or other company policies.
Being an escalation point for conflicts management, PO processing to meet revenues accuracy and forecasting and any additional need
Manage and maintain a number of Distribution partners through joint and constant engagement.
Partnering with local and regional distribution management team, understanding distributors local, district and global organization. Main partners, management and account teams and new potential partners.
Distribution Account Planning – A joint business plan to develop the distributors, selected partners, and new markets. Align common sales objectives, training initiatives, marketing activities, certification opportunities and developing accurate profiles of the partners business. Manage and execute quarterly marketing budget to support account strategy. Partner account plan for selected partners.
Manage distribution focus partners, Distribution Led Business Pipeline, and develop the value-add of Distribution partners in the F5 Business for more business automation, mostly untouched by F5
Sales Training – build and execute an enablement plan with distributors and selected resellers. With the broad F5 account teams to coordinate sales training opportunities; ensuring distribution and partners have the tools to selling F5 solutions and understanding business transaction (including deal registration and other processes)
Account Mapping – Drive regular cadence of partner and customer account mapping sessions with Distributors, to identify new opportunities, with F5 sales team focused on expanding the footprint.
Drive additional pipeline with Digital sales initiatives, leveraging existing authorized partners and new partners to develop a plan for attacking white space accounts, and long-tail installed base
Leverage the BI tools that distribution is providing.
Define and monitor a demand generation plan to drive business in those accounts.
Pipeline Management: work with the Distributors on identifying the growth areas within these accounts backed by collaboration with the F5 sales teams.
Help develop a managed service business, leveraging Distribution tools and process for automated, managed service quoting-to-billing business
Manage credit lines and payment discipline, where applicable.
Maintain a discipline around the renewal’s incumbency, driving installed base to tech refresh where applicable.
Drive, together with the distributor a geo/Industry expansion plan.
Leverage F5 marketing funds to drive demand generation activities monitoring the ROI.
Work in collaboration with the F5 marketing teams to manage funds consumption, prioritization, and execution of activities.
Foster sales engagements between managed Distribution and selected partner sales force and F5 sales force. Considered a trusted resource.
Pipeline Management – Identifies new sales opportunities. Ensure Distribution and Partners and field sales reps and management are working together in the sales process, lead generation, registering opportunities, accurately forecasting revenue, and tracking to required revenue goals established by their discount tier.
Rollout of the F5 Partners program and its requirements across all managed distributors
Rollout of a streamlined Quarterly Business Review schedule and structure on regional level with top management participation
Have the ability to report on the joint partner business and growth.

Metrics:

Achieve quarterly business targets and specific metrics for partners and district/region. These include: Pipeline value & Pipeline creation, PIO (Partner Initiated Opportunities) for F5 Strategic Solutions (NGINX & Security & SaaS Business), competitive take-out, and other distribution and partner value-add metrics.

Knowledge, Skills, and Abilities:

Strong Sales Skills including negotiation
Highly efficient & organized / excellent time management skills.
Highly developed, clear concise and compelling communication skills. Local Language and English.
Strong presentation skills and ability to communicate (Points of View and articulate complex technology simply)
Well-developed business acumen and understanding of business strategy
Excellent conflict management skills, with the ability to be fair & firm.
Experience in two-tiered channel resale models
Proven record of accomplishment of success in channel sales and marketing
A solid background in software/hardware sales and distribution with networking and security companies, preferably strong knowledge of Application Delivery Networks and security
In-depth knowledge of partner organizations, processes, business drivers and internal operations
Understanding of buyer behavior shift, new consumption models and need for mutual customer success. Deep comprehension of buying program variety, customer, and consumption models – including elements such as As-a-Service, xLA and LAER cycle
Growth Mindset
Knowledge of enterprise networks, security, and applications (desired)
Detailed experience with Microsoft applications such as Outlook, PowerPoint, Word, and Excel

Qualifications and Experience:

Relevant degree in Business, Technology or Marketing, or equivalent
Multiple years’ experience in technology sales in a channel environment

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.

Please note that F5 only contacts candidates through F5 email address (ending with @f5.com) or auto email notification from Yello/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 [email protected]

To apply for this job please visit ffive1.wd5.myworkdayjobs-impl.com.

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