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.
The Sales family group at F5 is responsible for new business and revenue generation, supporting customers in finding products, solutions, and services that best meet their needs, and setting the direction and policies for sales activities and managing the execution of these plans.
F5’s Account Management teams are responsible for achieving an assigned sales quota by driving new revenue opportunities and incremental revenue growth through cross-sell and upsell of F5 solutions to customers. Account Management teams may partner with Sales Engineers, Customer Success Managers and multiple customer stakeholders to define sales requirements, account strategies and deliver on identified sales opportunities.
TECHNICAL ACUMEN
Possesses a broad understanding of F5 solutions and how to go about selling them to customers, maintaining productive and lasting relationships. Gives formal proposals and presentations, presents to all levels of the organization including executives, negotiates, coordinates complex decision-making processes, overcomes objectives to closure, and closes sales professionally and effectively.
CRITICAL REASONING (JUDGMENT, DECISION MAKING, AND PRAGMATISM).
Exercises sound judgment based on an ability to incorporate experience, data, priorities, and stakeholder needs, and evaluate potential constraints to arrive at the most beneficial path forward. Consistently exhibits the ability to navigate situations with thought, purpose, and sensibility after adequately contemplating various available courses of action, balancing the trade-offs between immediate and long-term needs. Recognizes that while the effect of a single fix may not always be terribly significant, the accumulative effect over time makes each decision extremely valuable.
INITIATIVE & ADAPTABILITY
Does more than is required or expected, not because someone requested it but because it will improve or enhance a product and/or avoid problems. Plans for upcoming problems or opportunities and takes actions accordingly. Applies original thinking to improve processes, methods, systems, or services. Deals well with ambiguities, focusing on evaluating a situation, identifying what is and is not a priority, and moving toward the most logical outcome.
PARTNERSHIP
Recognizes collaboration fosters the most effective exchange of ideas and talent, facilitating open dialogues with a wide variety of contributors and stakeholders, building partnerships, leveraging skillsets, and sharing knowledge to achieve a common goal. Creates alignment through mutual accountability, transparent communications, and the application of change management principles.
COMMUNICATION AND COLLABORATION
Conveys information, vision, and strategy in an accurate and timely manner, adjusting to ensure understanding based on the audience. Actively listens; seeks to understand rather than respond. Proactively solicits and values diverse perspectives, ideas, and opinions.
Responsibilities
- Directs the activities of the account management functional area. Leads account management team(s) and solves business challenges of the customers using all the resources and teams available within F5 and its business partners.
- Will bring in growth mind set and ready to fight from the trenches, while leading the team, to execute on the strategies while leveraging various tactics for immediate success.
- Effectively cascades functional strategy and contributes to the development of organizational policies. Use methodologies like MEDDPICC for reviewing opportunities and territories and guide the team on opportunity and territory management.
- Connections in the industry with customer executives and partners and will communicate F5's vision and USPs in large forums as well as over one-one executive meetings.
- Will work on long, medium and short-term strategies and tactics to ensure above market growth, increase in market share, retention of logos and a high CSAT score.
- Will mentor the sales team which will have members from 0-20+ years experience across geographies and also mentor the extended teams across solution engineering, BDR, Commercial Business and specialist sales roles delivering a high employee satisfaction score while driving productivity and performance
- Will be a leader in the industry as well as inside the organization and is responsible for implementing vision and strategy for sales account management. Considered a trusted resource by customers, partners and F5 functions
Attributes
- Should have good understanding of IT landscape and the Application / AI / API Delivery and Security solutions (preferable) and also be networked in the market with SIs, MSPs, Resellers, Solution providers and Distributors to effectively collaborate on GTM.
- Advanced understanding of functional areas and a competent understanding of the overall company and competitive environment. Problems are not clearly defined and lack strategic direction. Erroneous decisions will result in critical delay(s) in schedules and/or unit operations and may jeopardize overall business activities. Decisions directly impact medium-term (more than one year) results of the team/ program/group.
- Requires the ability to persuade others in sensitive complex situations while preserving relationships.
#LI-VR
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.
Please note that F5 only contacts candidates through F5 email address (ending with @f5.com) or auto email notification from Workday (ending with f5.com or** @myworkday.com)****.**
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 accommodations@f5.com.