Sr Account Executive - Federal; DoD

Job Overview

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 focuses on selling to / with partners into the US DoD Community, requires strategic thinking/planning coupled with tactical execution of identified business opportunities as well as an active Top Secret clearance.

Responsibilities include leading all facets of the relationship with named federal accounts (of significant strategic importance to the organization) while ensuring revenue goals are being met, maintaining contact at relevant levels in the accounts, building and managing relationships effectively, developing opportunities across the F5 solution portfolio, partnering with Systems Integrators, large Service Providers and regional VARs, and acting as an individual contributor quota‑carrying role.

• Primary point-of-contact for Federal account(s) regardless of account’s geographic location.
• Maintains contact with account at a high, executive level, focusing on the strategic nature of the relationship.
• Sells the organization’s products or services to and manages relationships with existing national named accounts.
• Responsible for growing and retaining named accounts while ensuring ongoing customer service.
• Identify and qualify long‑term and short‑term business opportunities and actively addressing competitive threats.
• Prepares formal proposals and presentations, presents to all levels of the organization including executives, leads negotiations, coordinates complex decision‑making processes, overcomes objectives to closure, and closes sales in a professional and effective manner.
• Responsible for significant key partner relationship management and development.
• Facilitate executive‑level relationships between the customer, F5 and its partners; maintain continuity and communicate on strategic and tactical issues.
• Maintain up‑to‑date knowledge of industry trends, technical developments and government regulations that affect target markets.
• Understand organization’s business needs, develop applications of products and services, and communicate how F5’s technical value‑added solutions address those needs.
• Research and develop lists of potential customers within an organization; regularly follow‑up on leads, develop leads, and act to close deals.
• Determine market strategies and goals for each product and service; understand strategies, goals and objectives of named accounts.
• Assume a leadership role in coordinating account strategy and tactics for sales support team (inside sales, systems engineering, sales management).
• Assume full responsibility for accurate sales forecasting and maintain Sales Force regularly.
• Develop and maintain detailed account profiles including organizational charts for all accounts to be reviewed by management on a quarterly basis.
• Develop strategy for sustained management and success of business and coordinate resources to ensure goals are met.
• Partner with internal and external teams and channels to develop innovative technical solutions to improve F5´s footprint and Customer dependent in account.
• Responsible for upholding F5’s Business Code of Ethics and for promptly reporting violations of the Code or other company policies.
• Perform other related duties as assigned.

• Basic negotiation and closing skills.
• Basic solution selling and presentation abilities.
• Basic client interfacing and customer‑focused approach.
• Basic influencing skills.
• Basic selling skills in a complex matrix environment.
• Establish effective use of internal relationships and resources.
• Basic ability to effectively lead time and prioritize workload, develop and lead pipeline and forecasting.
• Ability to provide and work from a home office located within the territory.
• Requires knowledge in networking products, preferably those of F5.
• Experience with Internet related software or systems.

8+ years of direct work experience in a relevant environment. BA/BS degree preferred.

Remote:
Primarily work from designated home location but can come into an F5 office to work or travel to an offsite location as…