Sr Territory Account Manager - Enterprise

Role Overview:
This is an Enterprise 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 enterprise accounts 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 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.

Sounds interesting? Read on!

What You’ll Do: 

• Primary point-of-contact for enterprise account/(s) 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 named accounts. Responsible for expanding 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

• 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

• 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

• Partner with internal and external teams and channels to develop innovative technical solutions to maximize F5´s footprint and Customer dependent in account

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

• Perform other related duties as assigned

What You’ll Bring:

• BS / MBA degree preferred

• 10-15 years of direct work experience in a relevant environment

• Strong negotiation and closing skills with Integrity First Approach

• Strong solution selling and presentation abilities.

• Advanced client interfacing and customer-focused approach

• Strong Influencing and objection handling skills

• Demonstrated selling skills in a complex matrix environment

• Demonstrates effective use of internal relationships and resources

• Use of Sales tools like SFDC and Clari and exposure to sales concepts like MEDDIC

• Ability to do territory / account / opportunity planning with heat maps

• Strong ability to effectively manage time and prioritize workload, develop and manage pipeline and forecasting

• Understanding of Enterprise Market

• Knowledge of products and solutions in F5 space a definite plus