Sr. Account Executive

F5•Milwaukee, WI

1d•$108,300 - $162,500•Remote

About The Position

This is a strategic, quota-carrying sales position focused on managing major national named accounts of significant strategic importance. The role requires in-depth knowledge of how technology supports business goals and challenges, strategic planning, and tactical execution. The Account Executive manages all aspects of account relationships, builds contacts at relevant and executive levels, and is responsible for meeting revenue goals while growing and retaining accounts. The position develops opportunities across F5’s solution portfolio and sells solutions and services by using technical, organizational, and customer knowledge to build trust and influence decisions. It partners with systems integrators, large service providers, regional value-added resellers, and internal teams as needed. The role is typically an individual-contributor position. The position is remote and has variable compensation with a 50/50 split. The annual base pay range is $108,300 to $162,500, varying by location. Incentive compensation, bonuses, restricted stock units, and benefits may also be offered. Travel of up to 50% by automobile and airplane is required; periodic on-call availability and work outside normal hours, including evenings and weekends, may also be required.

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, 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, maintaining high-level and executive relationships focused on strategic account matters.
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 and proactively identify and address competitive threats.
Prepare proposals and presentations, present to all organizational levels including executives, lead negotiations and complex decision-making, overcome objections, and close sales professionally.
Manage and develop significant key-partner relationships, facilitating executive-level relationships and communication among customers, F5, and partners on strategic and tactical issues.
Maintain current knowledge of industry trends, technical developments, and government regulations affecting target markets.
Understand customers’ business needs, develop relevant applications of F5 products and services, and communicate how F5 technical solutions address those needs.
Research potential customers within organizations, follow up on leads, develop new leads, and work to close deals.
Define market strategies and goals for products and services while understanding named accounts’ strategies, goals, and objectives.
Lead coordination of account strategy and tactics across sales-support teams, including inside sales, systems engineering, and sales management.
Ensure accurate sales forecasting through knowledge of sales cycles from initial contact through procurement, and maintain appropriate, regular use of 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 within accounts.
Travel up to 50% by automobile and airplane; periodically be on call and work outside normal hours, including evenings and weekends.