Sr Account Executive - Federal (DoD)

F5•Clear Lake, SD

3d•$131,200 - $196,800•Hybrid

About The Position

This is a strategic sales position requiring an in-depth knowledge of how technology is used to enable business goals or overcome business challenges. This position is selling to / with partners into the US DoD Community and requires strategic thinking/planning coupled with tactical execution of identified business opportunities as well as an active Top Secret clearance. You will be responsible for leading all facets of the relationship with named federal 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. Must be able to build and manage relationships effectively and communicate at all levels. Develops 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

Basic negotiation and closing skills
Basic solution selling and presentation abilities
Basic client interfacing and customer-focused approach
Basic Influencing skills
Basic selling skills in a complex matrix environment
Establish effective use of internal relationships and resources
Basic ability to effectively lead time and prioritize workload, develop and lead pipeline and forecasting
Ability to provide and work from a home office located within the territory
Requires knowledge in networking products, preferably those of F5
Experience with Internet related software or systems
8+ years of direct work experience in a relevant environment
BA/BS degree preferred
Active Top Secret clearance

Responsibilities

Primary point-of-contact for Federal 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 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
Must understand organization’s business needs, develop application of products and services and communicate how F5’s technical value added 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
Determine 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 organizational 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 innovative technical solutions to improve F5´s footprint and Customer dependent in account
Responsible for upholding F5’s Business Code of Ethics and for promptly reporting violations of the Code or other company policies
Perform other related duties as assigned