Principal Account Executive

1d•Remote

About The Position

This is a remote role residing in the Toronto, CA region. Do you want a job you love: a career that provides you the resources to research new and emerging trends in cyber security and networking; a job that affords you the flexibility to take risks in defining and building the next great thing; a position that allows you to use your talent for evangelizing what you and the team built to the world’s largest organizations as well as to the tech community? Position Summary: This is a strategic sales position requiring an in-depth knowledge of how technology is used to enable business goals or overcome business challenges. Position requires strategic thinking/planning coupled with tactical execution of identified business opportunities. Responsible for managing all facets of the relationship with named or large key accounts (of significant strategic importance to the organization) while ensuring revenue goals are being met. Maintains contact at relevant levels in the accounts focusing on strategic nature of the relationship. Build and maintain relationships effectively and communicate at all levels. You will develop opportunities across the F5 solution portfolio while effectively selling solutions and services using technical, organizational and customer knowledge to influence and build trusting relationships. Able to partner effectively, and tactically, with Systems Integrators, large Service Providers and regional VARs based on need or required value. This is typically an individual contributor role. This is a quota carrying role.

Requirements

10+ 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 and customer-focused approach
Strong Influencing skills
Proven selling skills in a complex matrix environment
Demonstrates effective use of internal relationships and resources
Strong ability to effectively handle time and prioritize workload, develop and lead pipeline and forecasting
Ability to provide and work from a home office located within the territory
Requires specialized knowledge in networking products, preferably those of F5
Experience with Internet related software or systems

Responsibilities

Primary point-of-contact for major account/(s) regardless of account’s geographic location.
Maintains contact with account at a high, executive level, focusing on the strategic nature of the relationship
Sells the organization’s products or services to and manages relationships with existing national named accounts.
Responsible for rapidly growing and retaining named accounts while ensuring ongoing customer service.
Responsible for identifying and qualifying long-term and short-term business opportunities and actively identifying and addressing competitive threats
Prepares formal proposals and presentations, presents to all levels of the organization including executives, leads negotiations, coordinates complex decision-making processes and overcomes objectives to closure, and closes sales in a professional and effective manner
Responsible for significant key partner relationship management and development.
Facilitate executive-level relationships between the customer, F5 and its partners including; facilitating communication on strategic and tactical issues and maintaining continuity
Maintain up-to-date knowledge of industry trends, technical developments and government regulations that effect target markets
Understand organization’s business needs, develop application of products and services and communicate how F5’s technical profited solutions will address those needs
Research and develop lists of potential customers within an organization; regularly follow-up on leads and developing leads, and act to close deals
Resolve market strategies and goals for each product and service; understanding the strategies, goals and objectives of named accounts
Assume a leadership role in coordinating account strategy and tactics for sales support team (inside sales, systems engineering, sales management)
Assume full responsibility for accurate sales forecasting by demonstrating in depth knowledge of sales cycles from initial contact through the procurement process, ensure SalesForce is utilized appropriately and maintained on a regular basis
Develop and maintain detailed account profiles including interpersonal charts for all accounts to be reviewed by management on a quarterly basis
Develops strategy for sustained management and success of business and coordinates resources to ensure goals are met
Partner with internal and external teams and channels to develop creative technical solutions to improve F5´s footprint and Customer dependent in account