Account Executive

F5 Networks, Inc.; California; Hybrid; USD 141,000 - 211,000; Full time

Job summary

F5 Networks, Inc. seeks an experienced strategic sales professional to manage major named accounts and drive revenue across the portfolio. You will maintain executive-level relationships, identify growth opportunities, and coordinate with partners and internal teams to craft compelling solutions.

This role requires travel up to 50% and a home-office configuration within the territory. Required are 8+ years in account management, strong negotiation and solution-selling capabilities, and a BA/BS

Qualifications

• 8+ years of direct work experience in a relevant account management environment
• Strong negotiation and closing skills
• Strong solution selling and presentation abilities
• Advanced client interfacing and customer-focused approach
• Strong influencing skills
• Proven selling skills in a complex matrix environment
• Demonstrates effective use of internal relationships and resources
• Strong ability to effectively handle time and prioritize workload, develop and lead pipeline and forecasting

Responsibilities

• Primary point-of-contact for major account(s) 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 manages relationships with existing national named accounts.
• Responsible for rapidly growing and retaining named accounts while ensuring ongoing customer service.
• Responsible for identifying and qualifying long-term and short-term business opportunities and 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 effect target markets.
• Understand organization’s business needs, develop application of products and services and communicate how F5’s technical profited 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.
• Resolve 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 interpersonal 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.
• Partner with internal and external teams and channels to develop creative technical solutions to improve F5´s footprint and Customer dependent in account.
• Duties require the ability to travel up to 50% via automobile and airplane, and may require being on call periodically and working outside normal working hours (evenings and weekends).

Skills

Account management

Negotiation

Solution selling

Presentation

Customer focus

Forecasting

Time management

Work from home

Education

BA/BS degree or equivalent experience

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. Do you want a job you love: a career that provides you the resources to research new and emerging trends in cyber security and networking; a job that affords you the flexibility to take risks in defining and building the next great thing; a position that allows you to use your talent for evangelizing what you and the team built to the world’s largest organizations as well as to the tech community?

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. Maintains contact at relevant levels in the accounts focusing on strategic nature of the relationship. Build and maintain relationships effectively and communicate at all levels. You will 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.

What will you be responsible for?

• Primary point-of-contact for major account/(s) 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 manages relationships with existing national named accounts.
• Responsible for rapidly growing and retaining named accounts while ensuring ongoing customer service.
• Responsible for identifying and qualifying long-term and short-term business opportunities and 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 effect target markets.
• Understand organization’s business needs, develop application of products and services and communicate how F5’s technical profited 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.
• Resolve 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 interpersonal 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.
• Partner with internal and external teams and channels to develop creative technical solutions to improve F5´s footprint and Customer dependent in account.
• Duties require the ability to travel up to 50% via automobile and airplane, and may require being on call periodically and working outside normal working hours (evenings and weekends).

Qualifications

• 8+ years of direct work experience in a relevant account management environment
• BA/BS degree or equivalent experience.
• Strong negotiation and closing skills
• Strong solution selling and presentation abilities
• Advanced client interfacing and customer-focused approach
• Strong influencing skills
• Proven selling skills in a complex matrix environment
• Demonstrates effective use of internal relationships and resources
• Strong ability to effectively handle time and prioritize workload, develop and lead pipeline and forecasting
• Ability to provide and work from a home office located within the territory
• Requires specialized knowledge in networking products, preferably those of F5
• Experience with Internet related software or systems

The annual base pay for this position is: $140,800.00 - $211,200.00 F5 maintains broad salary ranges for its roles in order to account for variations in knowledge, skills, experience, geographic locations, and market conditions, as well as to reflect F5’s differing products, industries, and lines of business. The pay range referenced is as of the time of the job posting and is subject to change. You may also be offered incentive compensation, bonus, restricted stock units, and benefits. More details about F5’s benefits can be found at the following link: https://www.f5.com/company/careers/benefits. F5 reserves the right to change or terminate any benefit plan without notice.

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.

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].

Hybrid: Employees within 30 commutable miles of an F5 office are required to work from the office a minimum of 30 business days per quarter. Remote: Primarily work from designated home location but can come into an F5 office to work or travel to an offsite location as needed.

Together, we're building a better digital world. Founded in 1996, F5 is a global leader in application delivery and security. Our premier platform helps customers secure and deliver every app, API, and piece of infrastructure across all environments. Backed by over three decades of expertise and 553 patents, our solutions protect against threats while ensuring fast, reliable digital experiences. With over 6,400 employees, we serve more than 23,000 customers in over 170 countries. To continue this work, we need people like you—the best minds in the industry. We're committed to a unique, human-first culture that encourages authenticity, prioritizes diversity and inclusion, and fosters the growth and success of our employees.