Principal Product Manager, Sales & Partner

Position Summary

F5 Digital Platforms drives enterprise transformation through scalable systems that power customer, seller, and partner engagement. We are looking for a Principal Product Manager to lead the product vision, strategy, and delivery for F5's full Go-to-Market platform portfolio, covering both Sales and Partner/Channel, with a particular focus on modernizing how F5 recruits, enables, co-sells with, and rewards its partner ecosystem.

This is a senior product leadership role. You will guide and mentor a team of product managers across Sales (Salesforce Sales Cloud, Oracle CPQ, quote-to-cash, GTM enablement) and Partner (Salesforce PRM, Experience Cloud), bringing them together around one strategy, one prioritized roadmap, and one delivery rhythm. As the main digital representative to Sales, Channel, Sales Operations, Deal Desk, Finance, and Marketing leaders, you will turn competing priorities into a clear, agreed plan and ensure technology investment delivers measurable revenue impact.

The ideal candidate is a channel expert first: someone who knows partner programs, two-tier distribution, deal registration, MDF, and incentives from the inside, and who also understands direct selling. They bring strong Salesforce PRM and CPQ depth and has the presence to build consensus across senior stakeholders. They are equally comfortable in a QBR with a Sales VP, a whiteboard session with architects, and a 1:1 coaching another PM.

Key Responsibilities

GTM Product Vision & Strategy

• Own the unified vision and multi-year strategy for F5's seller and partner platforms: Sales Cloud, Oracle CPQ, PRM, Experience Cloud, and connected GTM tools.

• Define a north-star lead-to-cash journey that unifies direct and partner-led selling and removes duplicate processes and conflicting sources of truth.

• Align platform strategy to partner-led growth, SaaS and subscription growth, renewals, and operational efficiency.

Partner & Channel Ecosystem (Primary Focus)

• Own the Salesforce PRM and Experience Cloud roadmap and the end-to-end partner lifecycle: recruitment, onboarding, enablement, selling, rewards, and renewal.

• Partner Onboarding & Program Management: Streamline partner applications, contracting, compliance checks, and tier assignment; automate tier qualification, certification tracking, and program benefits.

• Deal Registration & Deal Protection: Deliver fast, transparent deal registration with clear approval SLAs, conflict detection, channel rules of engagement, and protection that partners trust.

• Partner Quoting & Pricing: Enable two-tier quoting across distributors and resellers in Oracle CPQ, including partner discounts, special pricing requests, and accurate quote-to-order handoff.

• MDF, Incentives & Rebates: Digitize the full MDF lifecycle (plan, request, approve, claim, proof of performance) and automate incentive and rebate calculation and payout with Finance.

• Co-Sell & Alliances: Support opportunity sharing with resellers, MSPs, and alliance partners, including hyperscaler marketplace and co-sell motions.

• Partner Data & Performance: Bring in distributor POS and sell-through data, provide partner scorecards and pipeline visibility, and ensure accurate revenue attribution for partner-sourced and partner-influenced deals.

• Partner Experience: Make the partner portal the single, easy front door for content, training, deals, quotes, MDF, and support, measured by partner satisfaction and adoption.

Product Team Leadership

• Coach and mentor product managers across Sales and Partner, raising the bar on discovery, prioritization, and execution.

• Set common standards for roadmapping, requirements, success metrics, and release communication so the portfolio runs as one team.

• Resolve cross-team dependencies and act as the decision point when Sales and Partner priorities conflict, building a product culture accountable for outcomes.

Stakeholder Leadership & Consensus Buildin

• Serve as the primary digital point of contact and trusted advisor to senior leaders in Channel, Partner Programs, Sales, Sales Ops, Deal Desk, RevOps, Finance, Legal, and Marketing.

• Run GTM governance, intake, and prioritization forums that bring competing needs to clear, documented, supported decisions.

• Communicate roadmap progress, risks, KPIs, and outcomes to executive leadership with clarity and credibility.

Sales Platform & Quote-to-Cash

• Own the Sales Cloud roadmap: account and opportunity management, pipeline and forecasting, territory and quota alignment, and seller productivity.

• Lead Oracle CPQ strategy across configuration, pricing, discounting, approvals, subscription and renewal quoting, and handoff to order management and ERP.

• Improve quote-to-cash and renewals with Sales Ops and Deal Desk to shorten deal cycles, raise quote accuracy, and support SaaS and consumption-based offers.

AI, Automation & Analytics

• Lead adoption of predictive, generative, and agentic AI across the GTM stack: deal registration scoring, partner recommendations, personalized partner enablement, MDF optimization, guided selling, and forecasting.

• Define and track key metrics (partner-sourced revenue, deal registration cycle time, MDF ROI, partner engagement, win rates, quote turnaround, forecast accuracy) and use them to steer the roadmap.

Delivery & Execution Excellence

• Own the integrated GTM delivery roadmap and release plan with engineering, architecture, QA, and business readiness teams.

• Lead Agile execution at portfolio scale: quarterly planning, backlog prioritization, dependency management, and release governance.

• Plan releases around quarter-end and fiscal year-end, and coordinate change management, training, and adoption for sellers and partners.

• Ensure Sales Cloud, Oracle CPQ, PRM, Service Cloud, Marketing, ERP, and data platforms deliver one consistent experience.

Qualifications

• 12+ years of progressive product management experience in enterprise or SaaS, including at least 5 years owning Partner/Channel platforms and processes.

• Proven experience leading or mentoring product managers and running a multi-product portfolio with one shared roadmap.

• Deep hands-on expertise with Salesforce PRM, Experience Cloud, and Sales Cloud, plus strong knowledge of Oracle CPQ (or Salesforce Revenue Cloud, Conga, or similar).

• Proven delivery of partner capabilities including onboarding, deal registration, MDF, incentives and rebates, tiering, and partner portals in a global, multi-tier channel.

• Strong understanding of B2B go-to-market models (direct, two-tier distribution, resellers, MSPs, alliances, subscription and renewals) and how they translate into CRM, CPQ, and PRM solutions.

• Track record delivering large-scale GTM, quote-to-cash, or channel transformations with measurable business impact.

• Exceptional stakeholder management, with a record of building consensus among senior leaders and influencing without authority

• Strong executive presence and storytelling, with the ability to simplify complex problems for VP and C-level audiences.

• Strong business acumen across pipeline, pricing, discounting, and partner economics, with a background in Agile portfolio planning

• Bachelor's degree in Business, Computer Science, Information Systems, or related field; MBA preferred.

Preferred Qualifications

• Experience applying AI/ML in sales and partner contexts, such as Salesforce Einstein/Agentforce, guided selling, or predictive forecasting.

• Experience with subscription, usage-based, and hybrid pricing and their impact on CPQ, billing, and revenue recognition.

• Familiarity with PRM and channel tools such as Impartner, Allbound, Zift, or channel data management and POS platforms, plus GTM tools like Clari, Gong, Seismic, and LMS platforms.

• Experience with hyperscaler marketplaces and co-sell programs (AWS, Azure, Google Cloud).

• Experience integrating CRM and CPQ with Oracle ERP, billing, MDF, incentive, and analytics platforms.

• Background in or close to Channel Ops, Partner Programs, Sales Ops, or Deal Desk, ideally at a company shifting to SaaS and recurring revenue.

What Success Looks Like

• One unified GTM strategy and roadmap actively supported by Sales and Partner leaders.

• A connected, high-performing product team that delivers predictably and speaks with one voice.

• A best-in-class partner experience: faster onboarding and deal registration, transparent MDF and incentives, and growth in partner-sourced revenue.

• Measurable gains in seller productivity, quote-to-cash speed, and forecast accuracy.

• Business stakeholders see Digital Platforms as a strategic growth partner, not an order-taker.

#LI-HB1

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.

The annual base pay for this position is: $213,100.00 - $319,700.00

F5 maintains broad salary ranges for its roles in order to account for variations in knowledge, skills, experience, geographic locations, and market conditions, as well as to reflect F5’s differing products, industries, and lines of business. The pay range referenced is as of the time of the job posting and is subject to change.

You may also be offered incentive compensation, bonus, restricted stock units, and benefits. More details about F5’s benefits can be found at the following link: https://www.f5.com/company/careers/benefits. F5 reserves the right to change or terminate any benefit plan without notice.

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.