Dir., Field Sales Management

F5•Field-CA, CA

4d•$176,900 - $265,300•Onsite

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 of Sales oversees direct engagement and relationship management for F5's most critical and cutting-edge customers within the Technology Segment, focusing on major industry innovators and top-tier tech pioneers. This role involves managing a specialized team of Strategic Account Managers, developing bespoke go-to-market (GTM) territory plans, and driving executive-level engagements. The position offers broad responsibility and significant operational latitude in navigating complex, high-stakes sales cycles that are unique to our largest technology clients.

Requirements

Minimum of 8 years of successful quota-driven sales experience in the technology industry, with a strong preference for candidates who have managed large strategic, or global accounts in high price-point hardware and software for network infrastructure and cloud applications.
Minimum of 5 years of sales management experience, successfully leading a remote field team of enterprise or strategic account managers is preferred.
BA degree in a related field (e.g., business, marketing, or sales).
Proven experience in navigating both two-tiered channel and direct resale models at an enterprise scale.
Demonstrated deep knowledge of modern internet infrastructure, multi-cloud environments, and security technologies, with an understanding of F5’s core offerings (such as BIG-IP, F5OS, API security, AI solutions, and distributed cloud solutions).
Exceptional interpersonal, executive presence, and presentation skills, with a proven ability to articulate complex technology simply and compellingly to tech visionaries and C-level executives.
Strong leadership skills, capable of motivating and guiding seasoned sales team members to achieve and exceed stretch quota goals while building a cohesive, high-achieving team.
Self-motivated and able to excel with minimal supervision in a high-pressure, fast-paced environment.
Willingness and ability to travel as required to foster in-person relationships with key strategic clients.

Responsibilities

Uphold F5’s Business Code of Ethics and promptly report any violations of the Code or other company policies.
Oversee direct sales, strategic account management, and massive-scale expansion of F5's cutting-edge multi-cloud application delivery and security products within our largest technology accounts.
Manage a high-performing team of Strategic Account Managers, providing guidance on complex sales cycles, conducting performance improvement plans, taking disciplinary action, and interviewing top-tier candidates for open positions.
Develop customized GTM sales strategies and accurately forecast sales volumes for high-stakes, multimillion dollar technology accounts.
Cultivate deep, executive-level relationships (C-suite, VP of Engineering, CTOs) within strategic accounts and key channel partners, monitoring all metrics to ensure the team meets both sales and key selling objectives.
Engage directly in key strategic customer and channel opportunities, expertly navigating the nuanced and complex sales cycles specific to top-tier tech clients in support of the segment's overarching strategy.
Take full responsibility for achieving aggressive annual revenue targets and driving footprint expansion within designated accounts.
Set and manage strategic sales goals/quotas, budgets, and intricate account management mapping within the technology region.
Direct and manage a significant portion of F5’s strategic sales activities through specialized channel partnerships that cater to enterprise tech firms.
Ensure accurate and timely reporting of sales in accordance with company policy.
Perform other related duties as assigned.