Dir, Territory Accounts - East Coast

F5; Annapolis (MD); Remoto; USD 177.000 - 265.000; Tempo pieno

Descrizione del lavoro

F5 seeks a Director, Key Accounts to lead a high-performing East Coast field team. You will coach Key Account Managers, drive adoption of F5’s portfolio (BIG-IP, NGINX, AI security, Distributed Cloud), and develop GTM plans to win net-new and expansion deals across enterprise accounts.

You will cultivate executive relationships and ensure accurate forecasts while partnering with VARs and SIs to accelerate growth in a fast-paced, security- and cloud-forward environment.

Competenze

• 8+ years of quota-driven technology sales experience in networking, cybersecurity, cloud, or app delivery.
• 3+ years in sales leadership, coaching remote or distributed teams.
• Experience coaching sellers through complex East Coast deals ($400M–$1B revenue) using MEDDPICC.
• Bachelor’s degree in business, marketing, engineering, or related field.

Mansioni

• Lead and coach a remote field-based Key Account team with on-going performance evaluations.
• Drive adoption of F5's application delivery and security portfolio across large accounts.
• Develop customized GTM strategies and territory plans for market penetration.
• Cultivate executive-level relationships with C-suite and senior engineering leaders.
• Forecast pipeline accurately and manage end-to-end sales processes.
• Collaborate with VARs, SIs, and service providers for partner-led initiatives.
• Maintain ethical, high-integrity culture and align with F5’s code of ethics.
• Utilize MEDDPICC to qualify opportunities and remove barriers to POC execution.

Conoscenze

Team leadership

Field coaching

Enterprise solution selling

Executive presence

Channel mastery

SaaS & network infra

Sales planning

Forecasting

Formazione

Bachelor's Degree in business, marketing, engineering, or related field

Strumenti

Salesforce CRM

Channel/partner management tools

Descrizione del lavoro

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.***

This position is located in New York/New Jersey/Virginia/Florida/Georgia/Maryland/North Carolina/South Carolina***

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.

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.

#LI-EM1#LI-Remote

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.

The annual base pay for this position is: $176,900.00 - $265,300.00

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.
• F5 reserves the right to change or terminate any benefit plan without notice.

More details about F5’s benefits can be found at the following link:

Please note that F5 only contacts candidates through F5 email address (ending with @f5.com) or auto email notification from Workday (ending with f5.com or @myworkday.com).

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 .