Channel Sales Manager for MCA North

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.

Overview The Channel Sales manager at F5 is responsible for developing and managing partnerships with resellers, distributors, system integrators, service providers, and other third-party organizations that sell and support F5 products and services. This group expands the company’s market reach, accelerates revenue growth through indirect sales channels, and drives partner-led customer acquisition and retention strategies. Key responsibilities include identifying, recruiting, onboarding, enabling, and supporting partners while ensuring they have the necessary training, tools, resources, and technical expertise to effectively position, sell, and deliver F5 solutions. The role requires building and maintaining strong executive-level relationships with partners, distributors, and alliances, while developing joint business plans, go-to-market strategies, pipeline generation activities, and sales initiatives that align with corporate objectives. Candidates must possess a broad understanding of F5’s portfolio, including application delivery, security, and cloud solutions, and demonstrate the ability to articulate business value to customers and partners across multiple industries. Successful candidates will have experience driving partner performance, managing territory and channel strategies, forecasting revenue, identifying growth opportunities, and coordinating cross-functional resources to support complex sales engagements. The position requires the ability to generate formal business proposals, business cases, and executive presentations, communicate effectively at all levels of an organization, influence complex decision-making processes, and overcome objections to achieve successful outcomes. Strong negotiation, strategic planning, relationship management, and problem-solving skills are essential to consistently deliver results and strengthen F5’s partner ecosystem. What You’ll Do 1. Takes a lead role in identifying, recruiting, onboarding, and cultivating relationships with strategic channel partners to drive revenue growth, expand market coverage, and increase customer acquisition across assigned territories and segments. 2. Develops and executes joint business plans with key partners, defining revenue objectives, pipeline targets, go-to-market initiatives, marketing activities, enablement programs, and measurable performance metrics to ensure mutual success. 3. Provides ongoing support, coaching, and guidance to channel partners, including sales training, technical enablement, lead generation assistance, account planning, opportunity management, and deal registration support. 4. Analyzes market trends, customer requirements, industry developments, and competitor activities to identify opportunities for channel expansion, partner recruitment, solution differentiation, and increased market share. 5. Collaborates closely with sales, marketing, technical, services, and operations teams to address partner needs, remove barriers to success, and ensure alignment with company goals, strategic priorities, and customer outcomes. 6. Supports the sales team throughout the entire sales cycle by proactively recommending partners based on customer requirements, industry expertise, geographic coverage, and value-added capabilities that strengthen solution delivery and customer success. 7. Builds and maintains executive-level relationships with partner leadership teams to influence