CSP Major Account Manager / 大手通信キャリア法人担当営業

    • Tokyo, Japan

Come work at a place where innovation and teamwork come together to support the most exciting missions in the world!

F5ネットワークスは、快適なカスタマーエクスペリエンスを実現するアプリケーション基盤を支える技術を提供しています。

データセンター、クラウドなど多様なIT環境において、アプリケーションを早く、安全に、安定して利用する為のさまざまなアプリケーションサービスを提供し、企業のデジタルトランスフォーメーションを支援しています。

また、昨年からの積極的な買収戦略により、オープンソースのWebサーバー企業NGINXや、サイバーセキュリティのユニコーン企業Shape Securityが新たにF5に加わり、アプリケーションデータパスに必要なソリューションをエンドツーエンドで提供するためのポートフォリオを揃えています。

担当するアカウントは、大手の通信キャリア・サービスプロバイダ-を想定しています。

MNOの新規参入に表されるように、本業界を取り巻く競争環境は大きく変化しております。通信事業者も回線だけでなく様々なアプリケーションサービスを個人、法人のお客様に展開することでビジネス自体を大きく転換しようとしております。それに伴い、サービス提供基盤で活用されるテクノロジーも仮想化、クラウドネイティブへと大きな変化をまさに迎えようとしており、これらの変化がF5にとって大きな成長機会となっております。F5ではキャリアのコアネットワーク基盤からサービス提供プラットフォームに必要なトラフィックマネジメント、セキュリティを提供する製品、ソリューションをポートフォリオとして揃えており、国内外の多くのキャリア・サービスプロバイダーにおいてご採用いただいております。

お客様のビジネスやテクノロジーへの好奇心や、お客様の為に何ができるかを考えぬく顧客志向を持ち、営業として成功したいという意欲のある方を募集します。

F5 Partners with Rakuten Mobile to Support New Cloud-Native Mobile Network, 5G-Ready Service Rollout

https://www.f5.com/company/news/press-releases/f5-partners-with-rakuten-mobile-to-support-new-cloud-native-mobi

F5 Fortifies Partnership with Rakuten Mobile to Provide Advanced Application Security Services for the Rakuten Communications Platform

https://www.f5.com/company/news/press-releases/f5-fortifies-partnership-with-rakuten-mobile-to-provide-advanced

F5 Empowers Customers with End-to-End App Security

https://www.f5.com/company/news/press-releases/f5-empowers-customers-with-end-to-end-app-security

職務内容

  • 担当するアカウントの中長期のビジネス環境や業界動向を理解し、お客様のビジネス成長に貢献する為の提案活動を行う
  • 大手企業の経営層を含むお客様との戦略的パートナーシップを築き、信頼関係を構築する
  • 案件管理と正確な売り上げ予測を通じて、四半期毎の営業目標を達成または超過する
  • 既存顧客に対する深耕営業に加えて、潜在顧客に対する新規開拓を行い、パイプラインを創出する
  • システムエンジニア、コンサル、サポート等の社内関係者及びパートナー様企業と連携し、案件獲得に向けたリーダーシップを図る


募集要件
  • 5年以上の通信キャリア向けの営業経験
  • ネットワーク、セキュリティ商材のIT知識及び提案経験
  • 英語の読み書きに抵抗のない方
  • 学士またはまたは同等の資格


Position Summary

This is a strategic sales position requiring an in-depth knowledge of how technology is used to enable business goals or overcome business challenges. Position requires strategic thinking/planning coupled with tactical execution of identified business opportunities. Responsible for managing all facets of the relationship with named or large key accounts (of significant strategic importance to the organization) while ensuring revenue goals are being met.

Maintain contact at relevant levels in the accounts focusing on strategic nature of the relationship. Must be able to build and maintain relationships effectively and communicate at all levels. Develop 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. This is typically an individual contributor role. This is a quota carrying role.

Responsibilities
  • Responsible for upholding F5's Business Code of Ethics and for promptly reporting violations of the Code or other company policies.
  • Primary point-of-contact for major account/(s) regardless of account's geographic location. Maintain contact with account at a high, executive level, focusing on the strategic nature of the relationship
  • Sell the organization's products or services to and maintain relationships with existing national named accounts. Responsible for expanding and retaining named accounts while ensuring ongoing customer service.
  • Responsible for identifying and qualifying long-term and short-term business opportunities and pro-actively identifying and addressing competitive threats
  • Prepare formal proposals and presentations, presents to all levels of the organization including executives, lead negotiations, coordinate complex decision making processes and overcome objectives to closure, and close 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 including; facilitating communication on strategic and tactical issues and maintaining continuity
  • Maintain up-to-date knowledge of industry trends, technical developments and government regulations that effect target markets
  • Must understand organization's business needs, develop application of products and services and communicate how F5's technical value added solutions will address those needs
  • Research and develop lists of potential customers within an organization; regularly follow-up on leads and developing leads, and act to close deals
  • Determine market strategies and goals for each product and service; understanding the 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 by demonstrating in depth knowledge of sales cycles from initial contact through the procurement process, ensure SalesForce is utilized appropriately and maintained on a regular basis
  • 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 coordinates resources to ensure goals are met
  • Provide regular updates to senior sales and operations staff concerning account issues, financial status
  • Meet and exceed sales quotas and revenue goals
  • Displace competition
  • Support in-country account teams to win business in local Operating Companies
  • Partner with internal and external teams and channels to develop innovative technical solutions to maximize F5's footprint and Customer dependant in account
  • Support the APAC management team in special projects and strategic planning.
  • Perform other related duties as assigned.

Language Requirements
  • Must be able to read, write and speak Japanese fluently.
  • English language skills are a plus.


Qualifications
  • Bachelor degree or higher in business administration engineering, or equivalent work experience.
  • At least 5 years of direct work experience in a relevant environment.
  • Should be hands-on and be able to perform the function independently.
  • Proven track record in a high growth company of medium size from the information technology/networking industry.
  • Must have maturity in building organizational capability and sales growth whilst managing costs.


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 a desk or computer table
  • Duties require the ability to utilize a computer, communicate over the telephone, and read printed material
  • Duties may require being on call periodically and working outside normal working hours (evenings and weekends)
  • Duties require the ability to travel up to 60% via automobile and airplane, and may require being on call periodically and working outside normal working hours (evenings and weekends)


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. Reasonable accommodation is available for qualified individuals with disabilities, upon request.


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