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F5 Networks

Compare

3.8

based on 112 Reviews

66 F5 Networks Jobs

Senior Business Development Manager - AI

F5 Networks, Inc

3.8

based on 112 Reviews

15-20 years

Noida, Mumbai, Bangalore / Bengaluru

1 vacancy

Senior Business Development Manager - AI

F5 Networks

posted 4d ago

Job Role Insights

Flexible timing

Key skills for the job

Virtual Assistant Operations Product Management Market Research Sales Operations Competitive Intelligence

+ 3 more

Job Description

We are seeking a highly skilled and motivated Business Development Manager to join our AI Partnerships Team at F5. The successful candidate will play a crucial role in driving strategic partnerships to support our cutting-edge AI solutions.

As a Business Development Manager, you will be responsible for driving partnerships from managing relationships, and growing, measuring, and optimizing partnership success as well as managing term sheet negotiations through product launches, We are looking for a leader who will be passionate about AI and enjoy working with multiple partners and product teams. It is essential that you are comfortable navigating cross-functional teams to achieve your goals.

This BDM will implement execute across India the Large SI Partner business plan AI ecosystem partner business objectives, as well as devise augment India strategies to further enhance the partnership success

Responsible for executing with F5 s Application AI Led strategy, the position would be aligned with the Partner organization.

Overall responsibility for all business management aspects related to the development of Large SI partnerships partner ecosystem across AI Application Led initiatives
Devise and execute revenue strategies by Market, Segment and Solution area and align with F5 Partner Business GTM strategy
Ensure sales enablement of Business partners through ongoing sales technical training and certification levels
Provide leadership to virtual teams of F5 and Partner sales organizations and account teams

KEY OBJECTIVES AND MAJOR RESPONSIBILITIES

Defining, negotiating, and closing high-impact partnerships for F5 s AI products
Managing relationships with partners, identifying new opportunities, and growing partnership success
Working closely with product and engineering teams to define priorities and identify key opportunities
Managing external and internal cross-functional teams when integrating products or technologies with external partners
Conducting market research and analysis to identify trends and opportunities in the AI industry
Working cross-functionally with sales, legal, marketing, finance, product, and engineering teams to negotiate deal terms, drive special projects, advocate internally for partners, and educate on industry trends
Providing regular reports and updates on partnership activity and performance
Devise, implement and execute Partner revenue growth activities, campaigns and programs
Develop, maintain and grow in strategic importance with Strategic Large SI/OEM relationships across India Assist Director- Channels and Country Head India in planning cycles
Ensure regular Quarterly Business Reviews, both internally as well as with partner s leadership
Ensure competitive containment through sales programs, marketing, messaging training
Monitor India bookings progress trends, as well as share of wallet and market share position, and provide reports analysis to leadership
Gather competitive intelligence and drive counter measures through teaming with corporate and India marketing sales leadership.
Design, secure approval and execute specific counter competitive programs and pricing actions as needed
Work strategically to identify new industry specific use cases and solutions with Large SIs.
Additional projects and responsibilities towards Large SIs as assigned by Director- Channels

PERFORMANCE METRICS- Financial, Strategic, Operational, Relationship

Partner Sourced Partner Influenced Revenue
Number of Active Deals Partner pursues in the Quarter
Number of Leads generated by Partner
YoY Growth in Partner revenues Marketing Investment from both sides (%)
Number of Partner Staff Trained
Number of Fortnightly Pipeline Calls, Quarterly F5 bookings vs. India Partner Business plan starting a Quarters down
Forecasting accuracy- a Quarters down
Sales enablement: field readiness, training certification metrics
Training quality, attendance and certifications statistics for India

KEY RELATIONSHIPS

Director- Channels and Country Manager India

Obtain and provide executive feedback and develop joint GEO sales strategies

Marketing leadership

Local marketing management - align GTM strategy, decide on BP / Sales strategies and programs, gain feedback on local and global marketing priorities

Product Management

Ensure 100% alignment with Partner Business product strategies and launch activities as well as identify, initiate and drive collective solution development

Technical Service Heads

Get access to Partner Technical organizations/Units across all levels to gain and maintain training and certification levels

Sales Operations

Ensure relationships with BU leaders at Large SIs as relevant to F5

Ensure quality POS Partner sales data through go-to contacts and forecasting input for forecasting cycles

Intra Company relationship

Proven track record of managing relationships across cross functional groups within the organization and bringing them all together as one organization in front of Large SI

DESIRED SKILLS AND EXPERIENCE:

Bachelor s degree and/or MBA degree is a strong plus
15+ years of strong background in sales or alliance partnerships gained within the Cloud/SaaS/Security/AI space, managing multi-million-dollar deals
Coming from an OEM background would be an added advantage
Direct experience of partnering with Large SI s like Infosys, TCS, LTI, Deloitte, PWC, Accenture, HP, Dell will be an important advantage
Demonstrable track record of achieving and exceeding targets whilst managing a small number of large accounts or alliance partners, ideally with a next generation software/SAAS company
Experience and relationships with major SI s, ISV s, Managed Service Providers, Value Added Resellers and experience with leading software, Cloud SaaS organizations required
Base level knowledge of the AI ecosystem including the technology, what large and small companies are doing, industry alliances, and broader government and regulatory positions.

Employment Type: Full Time, Permanent

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