Sr Digital Territory Account Manager

F5; Bengaluru; On-site; INR 3,000,000 - 6,000,000; Full time

Job summary

F5 in Bengaluru seeks an experienced Senior Territory Sales Manager to drive digital/inside sales of F5 solutions, up-selling and cross-selling within existing accounts and hunting new business through F5direct and channel partners.

You will lead territory plans, generate pipeline, manage full sales cycles, align with partners and engage DevOps to CXO levels while maintaining accurate SFDC forecasts. This role is based in Bengaluru and requires 12+ years in tech sales.

Qualifications

• 12+ years in high-tech solution sales, including 8+ years in digital/inside sales
• Experience covering Chennai, Hyderabad & Kochi markets
• Experience with full-cycle cloud-based subscription sales (SaaS)
• Proficient in corporate productivity tools with strong written and verbal communication skills
• Sales experience with application services and networking solutions architecture (application firewalls, load balancers, DNS, SSL etc) is a plus
• Experience with Sandler, Challenger or SPIN sales methodologies is a plus
• Proficiency with LinkedIn Sales Navigator, ZoomInfo and High Velocity System is a plus

Responsibilities

• Create and execute territory sales plans in order to exceed sales targets
• Generate sales pipeline through self-sourcing/hunting, managing marketing leads and working closely with channel partner resources by offering F5's application, cloud and security solutions to target territory segment; Develop demand generation strategy with marketing team and channel partners to drive pipeline.
• Manage full sales cycle of sales opportunities including qualifying leads, presenting F5 solutions independently and at times, jointly with F5 and/or channel technical resources, commercial negotiation with prospects, coordinating opportunity management with distributors and channel partners up till sales opportunity closure.
• Work closely with our focus partners / resellers to leverage our partner network and build pipeline through partner-initiated opportunities
• Engage effectively with different buying personas including DevOps, NetOps, SecOps and CXO level executives
• Assume full responsibility for accurate sales forecasting on SFDC by demonstrating in-depth knowledge of sales cycles from initial contact through the procurement process
• Administrative duties include but not limited to booking orders, coordinating the process of reviewing legal agreements and monitoring salesforce reviews
• Responsible for upholding F5s Business Code of Ethics and for promptly reporting violations of the Code or other company policies

Skills

Digital/inside sales

SaaS sales

Channel partner management

Sales forecasting

Prospecting and hunting

Negotiation skills

Communication skills

Team collaboration

Tools

LinkedIn Sales Navigator

ZoomInfo

Salesforce (SFDC)

Microsoft Office / productivity tools

Job description

Job Summary

Responsible for the management of territory business through digital/inside sales of F5 solutions by effectively up-selling and cross-selling into existing accounts and hunting for new businesses through F5sdirect and Channel Partner resources.

Responsibilities

• Create and execute territory sales plans in order to exceed sales targets
• Generate sales pipeline through self-sourcing/hunting, managing marketing leads and working closely with channel partner resources by offering F5's application, cloud and security solutions to target territory segment; Develop demand generation strategy with marketing team and channel partners to drive pipeline.
• Manage full sales cycle of sales opportunities including qualifying leads, presenting F5 solutions independently and at times, jointly with F5 and/or channel technical resources, commercial negotiation with prospects, coordinating opportunity management with distributors and channel partners up till sales opportunity closure.
• Work closely with our focus partners / resellers to leverage our partner network and build pipeline through partner-initiated opportunities
• Engage effectively with different buying personas including DevOps, NetOps, SecOps and CXO level executives
• Assume full responsibility for accurate sales forecasting on SFDC by demonstrating in-depth knowledge of sales cycles from initial contact through the procurement process
• Administrative duties include but not limited to booking orders, coordinating the process of reviewing legal agreements and monitoring salesforce reviews
• Responsible for upholding F5s Business Code of Ethics and for promptly reporting violations of the Code or other company policies

Requirements

• Minimum of 12+ years proven experience in high tech solution sales (with 8+ years of digital/inside sales experience)
• Should have experience covering Chennai, Hyderabad & Kochi market.
• Experience with full cycle cloud-based subscription sales (SaaS)
• Proficiency in the use of corporate productivity tools (email, chat, web presentation), with strong written and verbal communication skills
• Sales experience with application services and networking solutions architecture (application firewalls, load balancers, DNS, SSL etc) is a plus
• Experience with Sandler, Challenger or SPIN sales methodologies is a plus
• Proficiency with LinkedIn Sales Navigator, ZoomInfo and High Velocity System is a plus
• Independently, resourceful and has a growth mindset.