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Field-MI
Michigan, United States

Team:
Sales

Date Posted:
2019/2/19

Requisition Number:
RP1012750

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

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 world’s largest organizations as well as to the tech community?

Position Summary:

We are looking for a highly motivated self-starter who will be 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 F5 channel partners. You will demonstrate and partner with F5 Channel Partner Account Executives on lead generation, account planning and new account development and/or growing existing accounts. 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 upholding F5’s Business Code of Ethics and for promptly reporting violations of the Code or other company policies.
  • Develop relationships and support channel. Including account planning and lead generation with channel partners;establishing 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.
  • 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
  • Perform 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:

  • Expert negotiation and closing skills
  • Advanced solution selling and presentation abilities
  • Expert client interfacing and customer-focused approach
  • Expert Influencing skills
  • Proven selling skills in a complex matrix environment
  • Proven effective use of internal relationships and resources
  • Expert 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

Qualifications:

  • 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

Equal Employment Opportunities

We as a company embrace diversity and inclusion.

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, notamarital 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. Reasonable accommodation is available for qualified individuals with disabilities, upon request