Sr Channel Account Manager (Tokyo)
F5 · Tokyo
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.
募集要項
F5のパートナー営業は、ディストリビューター、リセラー、パートナーとの戦略的なパートナーシップを構築し、案件の創出とプログラムの開発を通じ、営業収益の向上に貢献します。効果的な販売および技術トレーニング、マーケティング活動、事業計画を通じて、パートナーがF5の営業チームの延長として活動できるように支援します。
- トレーニング: パートナーがF5ソリューションを効果的に位置づけ販売する事ができるよう、F5の営業チームと連携して、パートナー向けのセールストレーニングを実施する。パートナーがビジネス機会を特定し、F5ソリューションの販売、UNITYパートナープログラムのツール活用を支援する。
- パイプライン管理: パートナーと連携して新たな販売機会を特定する。パートナー及びF5の営業及び経営陣が、販売プロセス、潜在顧客の特定、案件登録、受注予測、パートナーの受注目標の達成に向けて連携して取り組む。
- 関係構築: 経営陣、営業チーム、技術チーム、マーケティングなどパートナー関わる組織全体において、強固な関係を構築し、パートナーがF5のUNITYパートナープログラムを遵守できるよう徹底する。また、F5とパートナー企業の営業および技術チーム間との良好な関係を構築する。パートナーの顧客を担当するチームに最新情報を積極的に提供し、既存および新規の顧客とのビジネス創出に貢献する。
- 問題解決: 取引先登録、サポート契約、パートナーの格付け定義など、F5及びパートナーに対して、適切な対応と対立や問題の解決に取り組む。
- マーケティングと案件創出: F5のマーケティング資金を活用し、ROIを生み出す案件創出活動を推進する。チャネルマーケティングにおける資金を管理し、イベントやパートナー活動を成功に導く。
- 顧客管理: パートナーおよび F5営業チームとの定期的な顧客のマッピングを実施し、新規顧客の獲得と既存アカウントの新たなビジネスを創出する。
- 事業計画: 特定パートナーの顧客を担当するチームや製品担当チームとの関係性を強化し、当該パートナーの上位層の支援を得ながらビジネスを拡大する。パートナーと協力し、新規顧客の獲得、新規ビジネスの創出、営業・技術力の向上、そして売り上げ増加向けた戦略的事業計画を策定・実行する。パートナーの事業計画は四半期毎に更新する。
- プロジェクト: 戦略的にプロジェクトの推進に取り組み、チャネル及び経営幹部の要求に応じてビジネス上の問題や機会を報告する。
応募要件
- 学士号または同等の学位、または実務経験
- 10年以上のパートナー営業の経験及び、パートナー組織やビジネス及びプロセスに関する深い知識。特に担当予定のパートナーに対するビジネス上の実績を有すること
- SaaS、ソフトウェア、ハードウェア、セキュリティ、ネットワーク企業でのSaaS/ソフトウェア/ハードウェアの販売経験
- エンタープライズネットワーク、セキュリティ、アプリケーションに関する知識
F5の取り組み
Role Overview:
This is a strategic partner sales position that is responsible for increasing revenue in region/territory/district through identifying, recruiting and developing opportunities, generating partnerships with partners, defined as: Distributor, Value Added Resellers (VARs), and Advantage Partner. In addition, this position is focused on driving the partners to operate as an extension of F5's direct sales team through effective sales and technical training, demand generation marketing efforts and mutual business planning.
What you will do:
- Sales Training – Ensure that partner is able to effectively position and sell F5 solutions. Work with the F5 sales team to drive partner sales training opportunities; ensuring partners have the tools to identify opportunities, sell F5 solutions, and fully understand F5’s UNITY Partner program.
- Pipeline Growth and Management – Identify, in conjunction with partners, new sales opportunities. Ensure partners, F5 sales reps and management are working together in the sales process, lead generation, registering opportunities, accurately forecast bookings and tracking to required bookings goals established by the partner’s UNITY Partner tier.
- Relationship Management – Develop strong top to bottom relationships throughout the partner organization (Management, sales teams, technical teams and marketing) ensuring partner compliance with the F5’s UNITY Partner Program and fostering a well-developed relationship between F5/partner sales and technical teams. Actively work to inform updates of solutions to front-line of business in partners to create businesses with existing and new customers of those partners.
- Excel at Conflict Management - Excellent conflict management skills, with ability to be fair and firm with F5 team and partners. Examples are: Deal registration, support contracts, and partner tier requirements.
- Marketing & Demand Generation – Leverage F5 marketing funds to drive demand generation activities that generate the highest possible ROI. Manage channel marketing funds to ensure event and partner success.
- Account Mapping – Drive regular cadence of account mapping sessions with partners and the F5 sales team focused on driving net-new accounts and new opportunities in existing accounts.
- Business Planning – Strengthen relationships with the teams responsible for the strategic partner’s customer accounts and product portfolios, and expand the business by securing support from the partner’s senior leadership. Work with the partners to develop and execute a strategic business plan focused on driving new accounts, new opportunities, sales and technical competency and incremental bookings growth. Collaborate with Strategic Partner Managers to develop and execute business plans for our national strategic partners in territory where appropriate. The partner business plans are the basis for QBRs and need to be updated quarterly.
- Special Projects & Reporting - Work on strategic initiatives as established by channel management and reporting business issues/opportunities as requested by channel and/or executive management.
What you will bring:
- BA or Master's degree, or equivalent combination of training and experience
- 10+ years of channel / channel marketing related experience in vendor environment with In-depth knowledge of partner organizations, processes, business drivers and internal operations. Proven track record of successfully driving business with the partner(s) to be assigned.
- Background in SaaS/software/hardware sales and distribution – with large SaaS, Software, Hardware, Security and/or Networking Companies
- Knowledge of enterprise networks, security and applications
What you will get:
- Career growth and development opportunities
- Recognitions and Rewards
- Employee Assistance Program
- Competitive pay, c comprehensive benefits,, and cool perks
- Culture of Giving Back
- Dynamic Diversity & Inclusion
Apply if you believe your own unique capabilities can contribute to the success of this role and our organization!
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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.
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.
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