Global Channel Account Manager

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.

Our Employees

Are valued and empowered, collaborative and team oriented, innovative in their approach and passionate about their work. They are reliable, trustworthy and open with a high level of integrity.  They value diversity, are inclusive and are committed to a global mindset.

Position Summary: 

Will drive the growth and development of several key global India SI’s. Position will report to MD for Global SI who resides in USA. Manage all aspects of existing business relationships with the India SI’s with strategy to embed key F5 techologies into their key plays or offers. Objective is to capitalize and scale f5 business through the scale and coverage of the key India Integrators. Particular focus will be on TCS, HCL, Infosys and Wipro. Implement a ROI approach to partnering efforts with an emphasis on revenue generation and driving demand creation and pipeline for key offers. Driving PIO or partner-initiated opportunities will be critical to success metrics.

Attractions of the Job:  

The Strategic Global partner role represents a great opportunity for a leadership position within the Global System Integrator organization. This role reports directly to the Global SI leader and part of a global team. It requires a blend of skills and maturity to provide F5 executive management with the forethought to define, develop and drive a detailed business plan that will long term market and revenue growth for F5. For the right individual, this role represents an opportunity to guide F5 in its strategic investments as we scale to accelerate growth with our targeted GSI’s. This role is very visible to F5 management.

Primary Responsibilities:

• Has worked with India SI’s and has knowledge, relationships and experience in dealing on a global basis with the India SI’s.  in North America.
• Is part of the global SI team and supported by global partner leaders for the identified SI’s.
• Connects with global theatre RVP’s and the relevant field partner organization.
• Builds and interlocks global business plan with identified partners. Plan must have measurable outcomes, strategies and specific tactics.
• Execute the partner plan and strategy with emphasis on driving the execution of plays and programs designed to drive incremental sales and partner-initiated opportunities with emphasis on embedding into their solutions.
• Connects and interlocks with global channel teams
• Forms lasting relationship with key individuals within the Field Sales organization, Partner organization including Alliance Management, Product Management, and Marketing
• A track record of consistently delivering results such as committed joint solutions, sales leads and partner-leveraged revenue per pre-established goals.
• Strong interpersonal and presentation skills, with ability to articulate complex technology simply
• Ability to discuss and present a detailed level the F5 value proposition, including applications security, software, cloud offerings and key competitive differentiators

Other Responsibilities:

• 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.

Knowledge, Skills and Abilities: 

• Proven & deep understanding of India System Integrators GTM and relationships.
• Seasoned and experienced with security, applications, software, and cloud.
• Strong interpersonal and presentation skills, with ability to articulate complex technology simply
• Strong negotiation skills
• Must be willing to travel
• Ability to discuss and present a detailed level the F5 solutions, use cases and key competitive differentiators
• Ability to build outcome based plans and programs with targeted strategic partnership prospects. The creation of integrated plan offerings from those partnerships. Execution of a go-to-market plan with each of his/her key partners that result in incremental sales opportunities and revenue to F5 and partner.

Qualifications:

• 10+ years of experience in the applications, software, security, and cloud.
• Minimum seven years successful business development or India system integrators.
• Successfully managing strategic ISV or Systems Integrators partners with F5 Networks or a leading competitor.  
• BA/BS Degree or equivalent experience required.

Physical Demands and Work Environment: 

• Candidate should ideally be in Chennai or Bangalore
• Duties are performed remotely
• Duties require the ability to utilize a computer, communicate over the telephone, and read printed material.
• Duties may require being on call periodically and working outside normal working hours (evenings and weekends).
• Duties may require the ability to travel via automobile or airplane, approximately 40% of the time spent traveling.

Benefits:

We provide competitive salaries, a world class benefits package, including 100% of the premium for employee medical, dental and vision insurance, highly subsidized premiums for dependent coverage, 401K match, employees stock purchase plan, 18 days paid time off within the 1st year and 9 paid holidays, life insurance, short & long-term disability insurance, tuition reimbursement, and much more.

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 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.