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.
POSITION SUMMARY:
TheAccount Manager-Service ProviderAccounts(AM) is a sales and technical role, part of a sales team, working with F5 end-user customers and partners.
Want more jobs like this?
Get Account Management jobs that are Remote delivered to your inbox every week.
The high-level objective is, together with aSolutionsEngineer-Service ProviderAccounts(SE),achieve the allocated sales target by selling F5's solutions to a pre-defined, limited number, set oftelecommunications Service
Provideraccounts.This is a strategic sales position requiring an in-depth knowledge of howF5technologycan beused to enablecustomerbusiness goals or overcometheirbusiness challenges.ThePosition requires strategic thinking/planning coupled with tactical execution of identified business opportunities.
Responsible for managing all facets of the relationshipthe definedset ofnamed accounts (hence,of significant strategic importance to the organization) while ensuring revenue goals are being met.
In customer engagements, the F5AMshould always engage her/his customers with a Consultative Sales approach. This approach requires that theAMworks to proactively learn and fully understand existing business and technical solutions to be able to identify the customer's key "pain points", their business and technical challenges, and the gains achieved by implementing a F5 solution. TheAMshould be able to discuss bothbusinessandalsotechnicalbenefits, establishing a value relationship so she/he becomes a trusted advisor to her/his customers.
Develops opportunities across the F5 solution portfolio while effectively selling solutions and services using technical, organizational and customer knowledge to influence and build trusting relationships. Able to partner effectively, and tactically, with Systems Integrators, large Service Providers and regional VARs based on need or required value.
PRIMARY RESPONSIBILITIES:
- Primary point-of-contact forthe pre-definedaccounts,regardless of account's geographic location. Maintains contact with account at a high, executive level, focusing on the strategic nature of the relationship
- Must understandcustomerorganization's business needs,matchuse-cases ofF5 Solutionsand communicate how F5's value-added solutions will address those needs
- Works towards being considered a trusted resource by customer base and an expert in the field
- Has credibility to influence at senior levels withinher/hisnamed account
- Determinego-to-market strategies and goals for eachsolution; understanding the strategies, goals and objectives ofher/hisnamed accounts
- Responsible for expanding and retainingher/hisnamed accounts while ensuring ongoing customer service.
- Research and develop lists of potential customers within an organization; regularly follow-up on leads and developing leads, and act to close deals
- Responsible for identifying and qualifying long-term and short-term business opportunities
- Assume a leadership role in coordinating account strategy and tactics for sales support team (salesengineering, sales management,inside sales,)
- Prepares formal proposals and presentations, presents to all levels of the organization including executives, leads negotiations, coordinates complexdecision-makingprocesses and overcomes objectives to closure, and closes sales in a professional and effective manner
- With a focus of supporting her/his named accountsand corresponding opportunities, the AM is responsible for partner relationship management and development. Facilitate executive-levelrelationships between the customer, F5 and its partners including; facilitating communication on strategic and tactical issues and maintaining continuity
- Maintain up-to-date knowledge of industry trends, technical developments and government regulations thataffecthis/hertargetcustomers
- Assume full responsibility for accurate sales forecasting by demonstrating in depth knowledge of sales cycles from initial contact through the procurement process, ensuringSalesForceis utilized appropriately and maintained on a regular basis
- Develop and maintain detailed accountplansincluding organizational charts forhis/her topaccounts to be reviewed by management on amonthlybasis
- Provides regular updates to senior sales and operations staff concerning account issues, financial status
- Meet and exceed sales quotas and revenue goals
- Perform other related duties as assigned.
- Effectively negotiate and pursue conflict resolution
- Uphold F5's Business Code of Ethics; promptly reporting violations of the Code or other company policies
Knowledge, Skills and Abilities:
- Requires specialized knowledge inService Providersolutions and use-cases,intheirCore Networks(2G, 3G, 4G and 5G)
- Requires specialized knowledge inF5 securitysolutions and use-casesin theData Centerand Public Cloud
- Expert written and oral communication skillsin her/his native language and in English
- Expert presentation skills
- Excellent negotiation and closing skills
- First classconsultativesellingabilities
- Excellent client interfacing and customer-focused approach
Qualifications:
- 5+ yearssales experienceintoSPs/Telcosin the assigned region
- 5+ yearssales experience, working with channels partners
- BS/BA or equivalent work experience
PHYSICAL DEMANDS AND WORK ENVIRONMENT:
- Job may be performed on-site at a customer facility or data center, or in an office environment sitting at adesk
- Duties require the ability to utilize a computer, communicate over the telephone, and read printed material
- Dutiesrequire the ability to travel up to 80% via automobile and/or airplane, and may require being on call periodically and working outside normal working hours (evenings and weekends)
F5 Networks, is an equal opportunity employer and strongly supports diversity in the workplace
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.
Please note that F5 only contacts candidates through F5 email address (ending with @f5.com) or auto email notification from Yello/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.