Territory Account Manager , Bangalore

F5; Karnataka; On-site; INR 1,200,000 - 1,800,000; Full time

Job summary

F5 is recruiting for a Senior Enterprise Sales role focused on Bangalore-based named accounts. You will drive revenue growth by expanding wallet share, leading strategic account plans, and coordinating with channel partners to maximize long-term value.

You will build executive relationships with CXOs and budget owners, navigate complex multi-cloud opportunities, and ensure disciplined forecast accuracy using MEDDPICC.

Qualifications

• 7–10 years of enterprise technology sales experience with a track record in strategic account management and revenue growth.
• Experience selling SaaS, cybersecurity, networking, application security, API security, AI security or multi-cloud technologies.
• GCC account expertise and ability to engage across multiple geographies.
• Proven success in increasing wallet share and driving cross-sell within named accounts.
• Strong executive relationship building with CXOs and budget owners.
• Proficiency in strategic account planning, forecasting and MEDDPICC-based qualification.
• Experience collaborating with channel partners and systems integrators.
• Excellent communication and stakeholder management in English.

Responsibilities

• Named Account Growth: increase wallet share across assigned accounts through deeper penetration and upsell.
• Strategic Account Planning: develop and execute plans with clear growth targets and measurable outcomes.
• Installed-Base Expansion & Retention: drive adoption, renewals and defend against churn.
• CXO & Stakeholder Engagement: build executive sponsorship across business units and decision-makers.
• Pipeline & Revenue Ownership: create expansion pipelines and hit revenue targets.
• Solution & Demand Development: position F5 solutions against customer priorities and use cases.
• Partner & Cross-Functional Collaboration: work with channel managers and SEs to uncover opportunities.
• Deal Execution & Negotiation: lead opportunities end-to-end through closure.
• Forecast & Account Governance: maintain SFDC hygiene and accurate forecasts.

Skills

Strategic account mgmt

Enterprise SaaS sales

Cybersecurity know-how

Executive stakeholder mgmt

MEDDPICC method

Forecasting & pipeline

Channel partner collaboration

English fluency

Tools

SFDC/Salesforce

Job description

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.

About F5

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 against fraud to enabling enterprises to innovate at scale. Powered by the F5 Application Delivery and Security Platform (ADSP), F5 delivers and secures applications, APIs, and AI models across on-premises, cloud, and hybrid environments, trusted by 85% of the Fortune 500.

The Role

Own revenue growth across Bangalore’s named accounts (Enterprise / Mid-market/ Commercial customers) by increasing wallet share, expanding F5’s footprint, driving customer adoption and maximising long-term account value through strategic account management and partner collaboration.

Key Responsibilities

• Named Account Growth: Increase wallet share across assigned accounts through deeper penetration, cross-sell and upsell.
• Strategic Account Planning: Develop and execute account plans with clear growth priorities, revenue targets and measurable outcomes.
• Installed-Base Expansion & Retention: Expand existing deployments, drive customer adoption, protect renewals and displace competitive solutions.
• CXO & Stakeholder Engagement: Build executive sponsorship and deepen relationships across business units, buying centres and decision-makers in the Named accounts.
• Pipeline & Revenue Ownership: Build qualified expansion pipeline and deliver account revenue growth and assigned sales targets.
• Solution & Demand Development: Position F5’s application delivery, application security, API Security, AI Security and hybrid multicloud solutions against customer priorities and emerging use cases.
• Partner & Cross-Functional Collaboration: Mobilize channel account managers, Systems Engineers, specialists and channel partners to uncover opportunities, collaborate and accelerate account growth.
• Deal Execution & Commercial Negotiation: Lead opportunities end-to-end, from discovery and solution alignment to negotiation and closure.
• Forecast & Account Governance: Maintain accurate SFDC records, reliable forecasts and disciplined opportunity progression using MEDDPICC.

Required Qualifications

• 7–10 years of enterprise technology sales experience, with a proven track record in strategic account management and revenue growth, particularly selling SaaS, cybersecurity, networking, application security, API security, AI security or multi cloud technologies.
• GCC Account Expertise: Demonstrated ability to engage and grow relationships within Global Capability Centres (GCCs), including technology, cybersecurity, AI, infrastructure and business leadership, collaborating across Multiple Geographies.
• Account Growth & Farming: Proven success in increasing wallet share, expanding installed-base revenue, identifying whitespace and driving cross-sell and upsell within named accounts.
• Executive Relationship Building: Established ability to build trusted relationships with CXOs, CIOs, CISOs, CTOs and senior/executive leaders, including alignment with global decision-makers, budget owners across GCCs, IT - ITeS, BFSI, Conglomerates, Engineering / Industrial Automation, Retail / eCommerce / FMCG, Healthcare / Pharma / Lifesciences, Automotive & Industrial Manufacturing, Semiconductor, logistics / transportation.
• Solution Selling: Strong understanding of enterprise networking, cybersecurity, application delivery, API security, AI Security, cloud or hybrid multicloud technologies.
• Account Planning & Forecasting: Proficiency in strategic account planning, Salesforce (SFDC), pipeline management, forecasting and MEDDPICC-based opportunity qualification.
• Ecosystem Collaboration: Experience working with channel partners, system integrators and cross-functional technical teams to drive account expansion.
• Communication & Influence: Excellent communication, consultative selling and stakeholder management skills;
• Professional fluency in English

Preferred

Existing relationships within Bangalore’s GCC ecosystem, particularly across GCCs and large multinational enterprises.

Experience selling F5 or competing application delivery, application security, API security, AI Security and hybrid multicloud solutions.

Deep understanding of GCC technology mandates, global procurement structures, the influence of India-based teams on global technology decisions and experience of Multinational account engagements.

MBA or equivalent business qualification is an advantage.

Success Measures

• Total Revenue & Recurring Revenue Growth
• Account Expansion & Portfolio Penetration
• AI Security Growth
• Pipeline, Conversion & Competitive Wins
• Customer Retention & Executive Engagement
• Partner-influenced business growth
• Execution Discipline: forecast accuracy, SFDC hygiene and disciplined MEDDPICC-based opportunity progression.

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 [e-mail].