Account Executive

F5•Isle of Hope, GA

1d•$128,000 - $192,000

About The Position

This is a strategic, quota-carrying sales position focused on managing named or large key accounts of significant strategic importance to F5. The role requires an in-depth understanding of how technology can advance business goals and address business challenges, combining strategic planning with tactical execution. The Account Executive manages all facets of customer relationships, develops opportunities across F5’s solution portfolio, and sells solutions and services by drawing on technical, organizational, and customer knowledge. This is typically an individual contributor role. The Account Executive serves as the primary contact for major accounts, builds relationships at executive levels, and works with customers and partners to grow and retain business. The role involves developing account strategies, coordinating internal and external resources, managing sales opportunities through procurement and close, and maintaining accurate forecasts and account records. Duties require travel up to 50% by automobile and airplane, and may periodically require being on call and working outside normal hours, including evenings and weekends. The position requires the ability to work from a home office located within the territory.

Requirements

At least 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 skills and a customer-focused approach.
Strong influencing skills.
Proven selling skills in a complex matrix environment.
Ability to use internal relationships and resources effectively.
Strong time-management and prioritization skills, including the ability to develop and lead pipeline and forecasting.
Ability to provide and work from a home office located within the territory.
Specialized knowledge of networking products, preferably F5 products.
Experience with Internet-related software or systems.

Responsibilities

Serve as the primary point of contact for major accounts, regardless of geographic location.
Maintain high-level executive relationships with accounts, focusing on the strategic nature of the relationship.
Sell F5 products or services to existing national named accounts and manage those relationships.
Grow and retain named accounts while ensuring ongoing customer service.
Identify and qualify short- and long-term business opportunities and identify and address competitive threats.
Prepare proposals and presentations, present to all organizational levels including executives, lead negotiations and complex decision-making, address objections, and close sales.
Manage and develop significant key partner relationships.
Facilitate executive-level relationships among customers, F5, and partners, including communication on strategic and tactical issues and continuity.
Maintain current knowledge of industry trends, technical developments, and government regulations affecting target markets.
Understand customers’ business needs, develop applications for F5 products and services, and communicate how F5 technical solutions address those needs.
Research and develop potential customer lists, follow up on leads, develop new leads, and close deals.
Establish market strategies and goals for each product and service in alignment with named accounts’ strategies, goals, and objectives.
Coordinate account strategy and tactics for the sales support team, including inside sales, systems engineering, and sales management.
Own accurate sales forecasting, demonstrate knowledge of sales cycles from initial contact through procurement, and maintain appropriate use of Salesforce.
Develop and maintain detailed account profiles, including interpersonal charts, for quarterly management review.
Develop strategies for sustained business management and success, and coordinate resources to meet goals.
Partner with internal and external teams and channels to develop creative technical solutions that improve F5’s footprint and customer dependence in accounts.
Travel up to 50% by automobile and airplane; duties may also require periodic on-call availability and work outside normal hours, including evenings and weekends.