Sr Account Executive

F5 Networks•Seattle, WA

20h

About The Position

This is a strategic, quota-carrying sales position requiring an in-depth understanding of how technology supports business goals and addresses business challenges. The role combines strategic planning with tactical execution and manages all aspects of relationships with named or large key accounts of significant strategic importance. The Account Executive develops opportunities across F5’s solution portfolio and sells solutions and services by applying technical, organizational, and customer knowledge to build trusted relationships. The role typically is an individual contributor position and includes partnering with systems integrators, large service providers, and regional VARs as needed.

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, preferably F5 products.
Experience with Internet-related software or systems.

Responsibilities

Serve as the primary point of contact for major accounts, regardless of geographic location, and maintain executive-level contact focused on the strategic relationship.
Sell F5 products and services to existing national named accounts; grow and retain accounts while ensuring ongoing customer service.
Identify and qualify short- and long-term business opportunities, identify competitive threats, and take action to address them.
Prepare proposals and presentations, present to all organizational levels including executives, lead negotiations and complex decision-making, overcome objections, and close sales.
Manage and develop key partner relationships, facilitating executive-level relationships and communication among customers, F5, and partners on strategic and tactical issues.
Maintain knowledge of industry trends, technical developments, and government regulations affecting target markets.
Understand customer business needs, develop applications for F5 products and services, and communicate how F5 technical solutions address those needs.
Research and develop potential-customer lists within organizations, follow up on leads, develop new leads, and close deals.
Establish market strategies and goals for products and services, and understand named accounts’ strategies, goals, and objectives.
Coordinate account strategy and tactics with the sales support team, including inside sales, systems engineering, and sales management.
Own accurate sales forecasting, demonstrate knowledge of sales cycles through procurement, and regularly use and maintain Salesforce.
Develop and maintain detailed account profiles, including interpersonal charts, for quarterly management review.
Develop strategies for sustained account management and business 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 in accounts.
Travel up to 50% by automobile and airplane; periodically be on call and work outside normal hours, including evenings and weekends.