Major Account Manager DISA

At F5 we strive to bring a better digital world to life. Our teams empower organizations across the globe to create secure and run applications that enhance how we experience our evolving digital world. We are passionate about cybersecurity from protecting consumers from fraud to enabling companies to focus on innovation.

Everything we do centers around people. That means we obsess over how to make the lives of our customers and their customers better. And it means we prioritize a diverse F5 community where each individual can thrive.

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 meet DISAs mission goals and overcome business challenges. Position requires strategic thinking/planning and communication with tactical execution of identified business opportunities. Responsible for managing all facets of the relationship with DISA and their mission partners 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 maintain relationships while effectively communicating engagement strategies to the customer and with F5 leaders. Develops opportunities leveraging all of F5s consumption models (Hardware BYOL ELA Subscription) across the F5 solution portfolio. 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 an individual contributor position that will operate as part of a team to satisfy an annual quota.

Primary Responsibilities:

• 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 maintains 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 pro-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 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 creative technical solutions to maximize F5s footprint and Customer dependent in account

• Responsible for upholding F5s Business Code of Ethics and for promptly reporting violations of the Code or other company policies

• Perform other related duties as assigned

• Duties require the ability to travel up to 50%

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

• Demonstrated selling skills in a complex matrix environment

• Demonstrates effective use of internal relationships and resources

• Strong ability to effectively manage time and prioritize workload develop and manage 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

Qualifications:

• 5 years of direct work experience in a relevant environment

• BA/BS degree or equivalent experience

• Top Secret Security (TS) clearance and the relationships to maintain them are preferred

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The Job Description is intended to be a general representation of the responsibilities and requirements of the job. However the description may not be all-inclusive and responsibilities and requirements are subject to change.

F5 maintains broad salary ranges for its roles in order to account for variations in knowledge skills experience geographic locations and market conditions as well as to reflect F5s differing products industries and lines of business. The pay range referenced is as of the time of the job posting and is subject to change.

You may also be offered incentive compensation bonus restricted stock units and benefits. More details about F5s benefits can be found at the following link: F5 reserves the right to change or terminate any benefit plan without notice.

Please note that F5 only contacts candidates through F5 email address (ending with @) or auto email notification from Workday (ending with or @).

Equal Employment Opportunity

It is the policy of F5 to provide equal employment opportunities to all employees and employment applicants without regard to unlawful considerations of race religion color national origin sex sexual orientation gender identity or expression age sensory physical or mental disability marital status veteran or military status genetic information or any other classification protected by applicable local state or federal laws. This policy applies to all aspects of employment including but not limited to hiring job assignment compensation promotion benefits training discipline and termination. F5 offers a variety of reasonable accommodations for candidates. Requesting an accommodation is completely voluntary. F5 will assess the need for accommodations in the application process separately from those that may be needed to perform the job. Request by contacting .