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Beijing
Beijing, China

Team:
Sales

Date Posted:
12/15/2017

Requisition Number:
RP1008355

About Us:
As the global leader in Application Solutions, we're looking for people with a passion for breakthrough ideas to help us stay ahead of the competition.
Explore Life at F5

Territory Account Manager - China

Our Employees

Are valued and empowered, collaborative and team oriented, innovative in their approach and passionate about their work. They are reliable, trustworthy and open with a high level of integrity.  They value diversity, are inclusive and are committed to a global mindset.


Position Summary

Located in Beijing, China.

Highly motivated self-starter responsible for achieving assigned sales quotas and goals and for the overall sales strategies and results of a major geographic/continental area, region, or country. All sales are made through channel partners. Leverage and partner with Channel Partner Account Executives on lead generation, account planning and new account development and/or expanding existing accounts.

Must effectively sell F5’s products and services using technical, organizational and customer knowledge to influence customers and assist them in applying the products/services to their needs resulting in revenue generation. This is typically an individual contributor role. This is a quota carrying role.

Primary Responsibilities

  • Responsible for identifying and qualifying long-term and short-term business opportunities and pro-actively identifying and addressing competitive threats.
  • Develop relationships and leverage channel. Including account planning and lead generation with channel partners; building relationships and developing opportunities with channel partners by effectively communicating and demonstrating F5 solutions.  This also involves training channel partners on the F5 story and technical solutions  and developing a territory plan focused on channel leverage
  • Develop and deliver sales presentations and close sales in a professional and effective manner.  Including: developing technical presentations and workshops
  • Maintain up-to-date knowledge of industry trends, technical developments and government regulations that effect target markets
  • Understand organization’s business needs, develop application of products and services and effectively communicate F5’s technical value added solutions to meet those needs. Including: researching and developing lists of potential customers; identifying and qualifying business opportunities, making regular sales calls to develop relationships and following-up on sales leads
  • Prepare formal proposals and present to all levels of the organization including executive level
  • Lead negotiations, coordinate complex decision making process, overcome obstacles to closure and close sales in a professional and effective manner
  • Assume a leadership role in coordinating territory strategy and tactics for sales support team (inside sales, systems engineering, channel manager)
  • Assume full responsibility for accurate sales forecasting by demonstrating in-depth knowledge of sales cycles from initial contact through the procurement process  and ensure SalesForce is utilized appropriately and maintained on a regular basis 
  • Create and update annual account plans, determine market strategies and goals for each product and service
  • Responsible for territory planning through research, development and maintenance of long and short range sales and marketing plans
  • Develop and maintain detailed account profiles for large accounts in territory, to be reviewed by management on a quarterly basis
  • Provide regular updates to manager concerning account issues, financial status, etc.
  • Meet or exceed sales quotas and revenue goals  
  • Develop and maintain communications in a cooperative and professional manner with all levels of staff and customers
  • Support the APAC management team in special projects and strategic planning.
  • Responsible for upholding F5’s Business Code of Ethics and for promptly reporting violations of the Code or other company policies.
  • Performs other related duties as assigned.

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.

Knowledge, Skills and Abilities

Qualifications

  • Bachelor degree or higher in business administration or engineering, or equivalent work experience. 
  • At least 8 years of sales, or relevant experience.
  • Should be hands-on and be able to perform the function independently.
  • Proven track record in a high growth company of medium size from the information technology/networking industry.
  • Must have maturity in building organizational capability and sales growth whilst managing costs.

Language Requirements

  • Must be able to read, write and speak English and Mandarin fluently.
  • Must also be fluent in local language as this role supports our local customers.
  • Multiple language skills are a plus.

Background Screening

This role involves customer facing engagements and may be subject to additional background check requirements per customer requests. All screenings and results will be subject to applicable law and F5 policies, and may be used to determine work assignment or further employment eligibility.

F5 Networks, Inc. is an equal opportunity employer and strongly supports diversity in the workplace.