Account Executive

F5•Field-CA, NV

3d•$140,800 - $211,200•Remote

About The Position

F5 is hiring an Account Executive for a strategic, quota-carrying sales role focused on managing major national named accounts. The position requires an in-depth understanding of how technology supports business goals and addresses business challenges, combining strategic planning with tactical execution. The Account Executive owns all facets of key customer relationships, grows and retains accounts, and works to meet revenue goals. The role develops opportunities across F5’s solution portfolio and sells products, services, and technical solutions by applying customer, organizational, and technical knowledge. The Account Executive builds trusted relationships at executive and other relevant levels, and partners with systems integrators, large service providers, and regional VARs as appropriate. This is typically an individual-contributor position. The role is remote and has variable compensation structured 50/50. The position requires the ability to work from a home office within the territory and travel up to 50% by automobile and airplane. Periodic on-call availability and work outside normal hours, including evenings and weekends, may be required. Annual base pay is $140,800 to $211,200, varying by location. Incentive compensation, bonus, restricted stock units, and benefits may also be offered.

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.
Effective use of internal relationships and resources.
Ability to manage time and prioritize workload effectively, and 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.
Experience with Internet-related software or systems.

Nice To Haves

Knowledge of F5 networking products.

Responsibilities

Serve as the primary point of contact for major accounts regardless of their geographic location, maintaining high-level executive contact focused on the strategic relationship.
Sell F5 products and services to existing national named accounts, managing relationships and growing and retaining accounts while ensuring ongoing customer service.
Identify and qualify long- and short-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, facilitating executive-level relationships among customers, F5, and partners and maintaining communication on strategic and tactical issues.
Keep current on industry trends, technical developments, and government regulations affecting target markets.
Understand customer business needs, develop applications for F5 products and services, and explain how F5 technical solutions address those needs.
Research potential customers, follow up on leads, develop new leads, and take action to close deals.
Determine market strategies and goals for products and services while understanding the strategies, goals, and objectives of named accounts.
Lead coordination of account strategy and tactics for the sales support team, including inside sales, systems engineering, and sales management.
Take responsibility for accurate sales forecasting, understand sales cycles from initial contact through procurement, and use and maintain Salesforce regularly.
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 within accounts.
Travel up to 50% by automobile and airplane; periodically be on call and work outside normal working hours, including evenings and weekends.