Principal Account Executive at F5

You're a senior-level individual contributor with at least 8 years of experience in a relevant sales environment, ideally with a background in networking produc

Work type: remote

Location: Field-VA | Field-SC | Field-TX | Field-MD | Field-CO

Salary: $139,200 – $208,800/yr

Type: Full-time

Summary

You're a senior-level individual contributor with at least 8 years of experience in a relevant sales environment, ideally with a background in networking products and a Bachelor's degree preferred. **What makes it worth a look...** This is a fully remote Principal Account Executive role at F5 with a base salary of $139,200 - $208,800 per year, focusing on managing relationships with Systems Integrators to meet revenue goals. **You might be a good fit if you...** * Have a strong understanding of how technology enables business goals and can translate that into strategic sales plans. * Can effectively build and maintain relationships, influencing at senior executive levels within named accounts. * Possess specialized knowledge in networking products, particularly those from F5. * Are adept at managing sales pipelines, forecasting accurately, and utilizing Salesforce.

Job Description

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.

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 large and mid-sized Systems Integrators while ensuring revenue goals are being met. Maintains contact at relevant levels in the accounts focusing on F5 products and services for inclusion on current and future contracts. Must be able to build and maintain relationships effectively and communicate at all levels.  Develops 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.Primary Responsibilities:

• Responsible for upholding F5’s Business Code of Ethics and for promptly reporting violations of the Code or other company policies.

• Primary point-of-contact for assigned Systems Integrators regardless of account’s geographic location.  Maintains contact with account at a high, executive level, focusing on the strategic nature of the relationship

• Sells the organization’s products or services to and maintains relationships with existing national and regionally Systems Integrators in pursuit of the Federal government opportunities.

• Responsible for expanding and retaining Systems Integrators while ensuring ongoing customer service

• Responsible for identifying and qualifying long-term and short-term government 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 including F5 channel partners, new channel partners and small disadvantaged firms within the Systems Integrators supply chain management system to build channel synergy with the appropriate Systems Integrator. 

• 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 and technical developments

• Must understand organization’s business needs, develop application of products and services and communicate how F5’s 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 Systems Integrator hosted “sell to”  and “sell through” opportunities for projects, programs, and other funded requirements.

• 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

• Provides regular updates to senior sales and operations staff concerning account issues, financial status

• Meet and exceed sales quotas and revenue goals

• May be a team leader and provide leadership to the sales team focused on the strategic global or national account(s)

• Considered a trusted resource by customer base and an expert in the field

• Has credibility to influence at senior levels within named account e.g. Senior Executive/Board/Chair

• Perform other related duties as assigned.

• 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

• Security Clearance is preferredQualifications

• 8+ years of direct work experience in a relevant environment

• Bachelor’s degree preferred

• Requires specialized knowledge in networking products, preferably those of F5

• Experience with Internet related software or systems

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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.

The annual base pay for this position is: $139,200.00 - $208,800.00

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 F5’s 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 F5’s benefits can be found at the following link:[https://www.f5.com/company/careers/benefits](https://www.f5.com/company/careers/benefits). 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 @f5.com) or auto email notification from Workday (ending with f5.com or@myworkday.com).

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