Dir, Territory Accounts

F5•Field-NY, SC

1d•$176,900 - $265,300•Remote

About The Position

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.

Requirements

Proven ability to lead and coordinate a remote field sales team, prioritizing resources, managing territory dynamics, and driving pipeline velocity.
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.
Exceptional communication and presentation skills, with a proven ability to influence complex decision-making processes at the C-suite level.
In-depth knowledge of navigating both two-tiered channel distribution models and direct partner-led resale models in the enterprise technology sector.
Deep domain expertise in network infrastructure, application delivery, and multi-cloud security architectures (ideally spanning F5’s solutions portfolio).
Meticulous pipeline management skills, with expert-level proficiency in Salesforce CRM and quantitative forecasting techniques.
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).

Responsibilities

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.
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.
Develop customized GTM sales strategies and territory plans to maximize market penetration, capture net-new accounts, and secure expansion revenues.
Cultivate deep, executive-level relationships (C-suite, VP of Engineering, CTO, CISO) within key accounts and major industry leaders.
Manage the end-to-end sales pipeline, ensuring disciplined deal tracking and highly accurate forecasting of strategic sales opportunities for senior leadership.
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.
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.