Dir, Territory Accounts

F5 Networks, Inc.; Northern (KY); Hybrid; USD 180,000 - 280,000; Full time

Job summary

F5 Networks, Inc. is seeking a Director, Key Accounts to lead a high-performing field team across the East Coast. You will coach remote Key Account Managers, drive repeatable plays using MEDDPICC, and build executive-level relationships to expand strategic opportunities.

A strong focus on pipeline, forecasting, and partner collaboration will be essential. You will manage complex, high-value opportunities, leveraging F5’s BIG-IP, NGINX, and distributed cloud offerings to deliver secure, scalable

Qualifications

• 8+ years of quota-driven technology sales experience in enterprise accounts.
• 3+ years of sales leadership, team-leading, or coaching experience.
• Experience coaching sellers through complex sales cycles with East Coast accounts.

Responsibilities

• Lead and coach a remote field-based team of Key Account Managers.
• Drive scalable, repeatable GTM plays and pipeline generation.
• Oversee forecast accuracy and end-to-end deal progression.
• Cultivate executive relationships with C-suite, VP of Engineering, CTO, and CISO.
• Partner with regional VARs, SIs, and service providers to drive joint pipeline.

Skills

Field management

Enterprise solution selling

Executive presence

Channel & alliance mastery

SaaS & network infrastructure

Sales mechanics

Education

Bachelor's degree or equivalent

Tools

Salesforce CRM

Forecasting

MEDDPICC

Job description

## Dir, Territory AccountsApply: Remote: Field-NY: Field-VA: Field-NJ: Field-NC: Field-MD: Full time: Posted Yesterday: RP1039097At 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?** Are you seeking a career that allows you to lead at the forefront of emerging trends in cybersecurity, multi-cloud application delivery, and networking? A role that provides the operational latitude to build, mentor, and scale a high-performing field sales team? Do you enjoy coaching enterprise sales professionals to become trusted advisors to complex, growth-focused organizations? If so, the Director, Key Accounts role at F5 might be the perfect fit for you. 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. **Position Summary** The Director, Key Accounts oversees direct engagement, relationship management, and market expansion across F5’s East Coast district. In this role, you will lead and manage a high-performing team of field-based Key Account Managers (KAMs).As a field sales leader, you will lead, coach, and develop a team of field sellers responsible for driving a high-volume portfolio of customer opportunities across the East Coast. You will establish repeatable go-to-market and territory plans, reinforce disciplined pipeline management and forecasting, and support executive-level customer engagement. Success in this role requires a strong field presence—coaching sellers through MEDDPICC, removing barriers such as POC execution, and building productive relationships with regional channel partners, Systems Integrators, and Service Providers. **Primary Responsibilities** * **Team Leadership & Field Coaching:** Manage and supervise a team of remote, field-based Key Account Managers. Conduct regular on-the-job training, ride-alongs, and performance evaluations to continuously level up the team’s consultative, value-selling capabilities.* **F5 Solutions & Scaled Sales Execution:** Drive broad adoption of F5’s application delivery and security portfolio, including BIG-IP, NGINX, AI security solutions, and F5 Distributed Cloud Services that help customers secure, deliver, and optimize applications across on-premises, hybrid, and multi-cloud environments. This is a scale-and-volume sales motion focused on generating consistent pipeline, acquiring new customers, and expanding adoption across a large account base through repeatable plays and partner leverage.* **Strategic Territory & GTM Planning:** Develop customized GTM sales strategies and territory plans to maximize market penetration, capture net-new accounts, and secure expansion revenues.* **Executive Relationship Cultivation:** Cultivate deep, executive-level relationships (C-suite, VP of Engineering, CTO, CISO) within key accounts and major industry leaders.* **Accurate Enterprise Forecasting:** Manage the end-to-end sales pipeline, ensuring disciplined deal tracking and highly accurate forecasting of strategic sales opportunities for senior leadership.* **Channel Partner Integration:** Build and maintain strong executive-level relationships with regional Value-Added Resellers (VARs), Systems Integrators, and Service Providers to drive partner-led customer acquisition and joint pipeline initiatives.* **Ethics & Culture:** Actively foster a collaborative, high-integrity, and diverse team culture. Uphold F5’s Business Code of Ethics and promptly report any violations of the Code or other company policies. **Knowledge, Skills, and Abilities** * **Field Management Expertise:** Proven ability to lead and coordinate a remote field sales team, prioritizing resources, managing territory dynamics, and driving pipeline velocity.* **Enterprise Solution Selling:** Expertise in consultative solution selling across accounts generating $400 million to $1 billion in annual revenue, using F5’s standardized MEDDPICC methodology to qualify opportunities, navigate buying groups, and drive a high-volume pipeline of new customer and expansion sales.* **Executive Presence:** Exceptional communication and presentation skills, with a proven ability to influence complex decision-making processes at the C-suite level.* **Channel & Alliance Mastery:** In-depth knowledge of navigating both two-tiered channel distribution models and direct partner-led resale models in the enterprise technology sector.* **SaaS & Network Infrastructure Expertise:** Deep domain expertise in network infrastructure, application delivery, and multi-cloud security architectures (ideally spanning F5’s solutions portfolio).* **Sales Mechanics:** Meticulous pipeline management skills, with expert-level proficiency in Salesforce CRM and quantitative forecasting techniques.**Qualifications*** **8+ years** of successful, quota-driven technology sales experience, including experience supporting enterprise customers in the networking, cybersecurity, cloud, or application delivery market.* **3+ years** of sales leadership, team-lead, or coaching experience, with demonstrated success developing sellers, reinforcing sales discipline, and improving performance across a remote or distributed team.* Experience coaching sellers through complex sales cycles with East Coast accounts generating $400 million to $1 billion in annual revenue, including opportunity qualification, stakeholder mapping, and deal progression using MEDDPICC.* Bachelor’s Degree in business, marketing, engineering, or a related field (or equivalent level of professional experience). **Physical Demands and Work Environment** * **Ability to travel up to 50%** via automobile and airplane to support field engagements, key account visits, and regional partner events.* May require working outside of normal business hours, including evenings and weekends, to support high-priority quarter-end closing cycles.* Ability to work productively from a home office within the designated East Coast territory.