Senior Account Executive

Overview

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. We obsess over how to make the lives of our customers, and their customers, better, and we prioritize a diverse F5 community where each individual can thrive.

This is a strategic sales position requiring an in-depth knowledge of how technology is used to enable business goals or overcome business challenges. The role requires strategic thinking and planning combined with tactical execution of identified business opportunities. You will manage all facets of the relationship with named or large key accounts of significant strategic importance, while ensuring revenue goals are met.

Maintain contact at relevant levels in the accounts, focusing on the strategic nature of the relationship. Build and maintain relationships effectively and communicate at all levels. You will develop opportunities across the F5 solution portfolio, selling solutions and services using technical, organizational and customer knowledge to influence and build trusting relationships. You will partner with Systems Integrators, large Service Providers and regional VARs based on need or required value.

This is typically an individual contributor role with a quota.

• Primary point of contact for major accounts, maintaining executive-level relationships and focusing on the strategic nature of the relationship.
• Sell products or services to and manage relationships with existing national named accounts, rapidly growing and retaining them while ensuring ongoing customer service.
• Identify and qualify long-term and short-term business opportunities and address competitive threats.
• Prepare formal proposals and presentations, present to all levels of the organization including executives, lead negotiations, coordinate complex decision-making, overcome objections, and close sales professionally.
• Manage significant key partner relationships and facilitate executive-level communication between the customer, F5, and partners.
• Maintain up-to-date knowledge of industry trends, technical developments, and government regulations affecting target markets.
• Understand organizational business needs and communicate how F5’s solutions address those needs.
• Research and develop lists of potential customers, follow up on leads, develop opportunities, and close deals.
• Develop strategies for sustained business success and coordinate resources to meet goals.
• Coordinate account strategy and tactics with internal teams (inside sales, systems engineering, sales management).
• Ensure accurate sales forecasting and maintain Salesforce data.
• Develop and maintain detailed account profiles for quarterly review by management.
• Travel up to 50% via automobile and airplane; may require being on call and working outside normal hours (evenings and weekends).

• 8+ years of direct work experience in a relevant account management environment.
• BA/BS degree or equivalent experience.

• Strong negotiation and closing skills.
• Strong solution selling and presentation abilities.
• Advanced client interfacing and customer-focused approach.
• Strong influencing skills.
• Proven selling skills in a complex matrix environment.
• Demonstrates effective use of internal relationships and resources.
• Strong ability to manage time, prioritize workload, and develop and lead pipeline and forecasting.
• Ability to work from a home office located within the territory.
• Requires specialized knowledge in networking products, preferably F5’s.
• Experience with Internet-related software or systems.

The Job Description is intended to be a general representation of the responsibilities and requirements of the job and is subject to change.

The annual base pay for this position is: $ - $. F5 maintains broad salary ranges to account for variations in knowledge, skills,…