Dir. Channel Sales

EMEA (Paris, France) Publié il y a 19 jours

Come work at a place where innovation and teamwork come together to support the most exciting missions in the world!

As the leader of F5 Channel Sales team, you’ll support setting the long-term strategy for the business and hold your team accountable for executing on that strategy. In this role, you’ll also help formulate the global strategy in EMEA. You will be a key leader for the translation of F5’s transition into a solution vendor, driving the transition through our people, processes and partners. This role will manage all aspects of business relationships with F5 Channel Partners and implement a ROI approach to partnering efforts with an emphasis on revenue generation and the creation of integrated product offerings that are unique and differentiate F5 in the marketplace. You will have the overall responsibility for a team of Channel Account Managers as well as for driving annual recurring revenue growth through a set of directly managed designated Partners.

In this role you will be reporting to the Regional Vice President Sales South. Following our diversity approach being open for different backgrounds and experiences, this role can be classified on a Manager, Sr. Manager or Director level depending on the candidates` experiences & background.  


  • Develop channel ecosystem along the F5 transformation strategy (code to customer strategy)
  • Work with the leadership team on creating annual plans and track quarterly results.
  • Manage the solution integration process with our partners and distributors as well as new sales channels as marketplace or subscription/ELA models, along with enablement, implementation of milestones and resource requirements, ensuring on time market launches with high quality solutions.
  • Lead the partner team through the transformation applying a Growth Mindset approach.
  • Providing leadership in the planning, designing, due diligence and implementation of strategic business objectives.
  • Evaluation and management of new strategic business opportunities, initiatives, partnerships, and alliances.
  • Oversee market analysis, monitor competitive activities, and identifying customer needs.
  • Aligning the existing partner program to new models that meet the requirements of new partners focusing on software projects & the Cloud environment as well as fitting  for our top consulting partners
  • Build both strategic and tactical plans to grow the business and make course corrections using a data driven analytical process.
  • Liaise with the team who support our business, including System Engineering, Services, Marketing, Finance, Sales Operations, Product Sales Enablement teams, HR.
  • Representing F5 at industry events strengthening F5’s, NGINX and Shape brand and identifying prospective partners at those industry events.
  • Join the extended EMEA channel management team, alongside leaders of the other regional business areas.
  • Perform other related duties as assigned.


  • Fast understanding of different views how F5 will serve the market demand, especially to explain our model & benefits to partners and distributors
  • Ability to lead in a matrix organisation, strong collaboration skills
  • Strong leadership skills/potential – able to motivate and guide the partner team members to achieve and exceed stretch quota goals while building a cohesive team as well as to support a constant change process.
  • Proactive attitude to communicate and strong collaboration to peers in  EMEA.
  • Takes initiative, self-starter, resilient, comfortable with constant change and ambiguity.
  • Qualified candidate must possess excellent demonstrated decision-making, problem solving and negotiating skills.
  • In-depth knowledge of Strategic Partner/VAR organizations, processes and internal operations.
  • Experience working with Distribution channels .
  • Excellent relationship building skills on many levels.
  • Willingness to continuously learn
  • Open mindset and ability to reflect


  • 12+ years’ experience in the technology industry.
  • 3+ years successful business development or channel management experience.
  • Preferably 2+ years of experience successfully managing strategic ISV or Systems Integrators partners with F5 Networks of a leading competitor.
  • Relevant degree / education level required.

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. Reasonable accommodation is available for qualified individuals with disabilities, upon request.

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