Major Account Manager

***This is a remote role residing in the Bay Area***

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 worlds 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.

What will you be responsible for

• Primary point-of-contact for major account/(s) regardless of accounts geographic location. Maintains contact with account at a high executive level focusing on the strategic nature of the relationship

• Sells the organizations 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 organizations business needs develop application of products and services and communicate how F5s 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 F5s footprint and Customer dependent in account

• Duties require the ability to travel up to 50% via automobile and airplane and may require being on call periodically and working outside normal working hours (evenings and weekends)

Knowledge Skills and Abilities

• 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

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