Major Account Manager

F5; Milano; In loco; EUR 50.000 - 75.000; Tempo pieno

Descrizione del lavoro

A leading technology company is seeking a strategic sales professional to manage key accounts and drive revenue growth. This individual will be responsible for building strong relationships with clients while ensuring their business goals are met. The role involves strategic thinking, excellent negotiation skills, and a deep understanding of networking products. We're looking for someone with a proven track record in solution selling and account management who can thrive in a dynamic environment.

Competenze

• Significant direct work experience in a relevant environment.
• Requires specialized networking product knowledge, preferably F5's.
• Ability to work from a home office located within the territory.

Mansioni

• Primary contact for major accounts and maintaining strategic relationships.
• Identifying business opportunities and addressing competitive threats.
• Leading proposal presentations and negotiations.

Conoscenze

Networking products knowledge

Negotiation skills

Solution selling

Presentation abilities

Client interfacing

Formazione

Bachelor's degree preferred

Descrizione del lavoro

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.

Our Employees

Are valued and empowered, collaborative and team oriented, innovative in their approach and passionate about their work. They are reliable, trustworthy and open with a high level of integrity. They value diversity, are inclusive and are committed to a global mindset.

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 large key accounts (of significant strategic importance to the organization) while ensuring revenue goals are being met. Maintains contact at relevant levels in the accounts focusing on the strategic nature of the relationship. Must be able to build and maintain relationships effectively and communicate at all levels. 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. This is an individual contributor role and is a quota carrying role.

• Responsibilities
• Primary point-of-contact for major accounts 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 maintains 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.
• Prepares formal proposals and presentations, presents to all levels of the organization including executives, leads negotiations, coordinates complex decision making processes and 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 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 affect target markets.
• Research and develop lists of potential customers within an organization; regularly follow-up on leads and develop new leads, acting 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 teams (inside sales, systems engineering, sales management).
• Take full responsibility for accurate sales forecasting by demonstrating in-depth knowledge of sales cycles from initial contact through procurement, ensuring Salesforce is utilized appropriately and maintained regularly.
• Develop and maintain detailed account profiles including organizational charts for all accounts to be reviewed quarterly.
• Develop strategies for sustained management and success of business and coordinate resources to meet goals.
• Provide regular updates to senior sales and operations staff concerning account issues and financial status.
• Meet and exceed sales quotas and revenue goals.
• May lead a sales team, providing leadership focused on strategic global or national accounts.
• Be considered a trusted resource by the customer base and an expert in the field, with credibility to influence senior levels within accounts (e.g., Senior Executive, Board).
• Perform other related duties as assigned.

Qualifications

• Significant direct work experience in a relevant environment.
• Bachelor's degree preferred.
• Requires specialized knowledge in networking products, preferably those of F5.
• Experience with Internet-related software or systems.
• Excellent negotiation and closing skills.
• Excellent solution selling and presentation abilities.
• Excellent client interfacing and customer-focused approach.
• Ability to work from a home office located within the territory.

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. Duties require the ability to utilize a computer, communicate ove