Sr Account Executive - Federal (DoD)

Strategic Sales Position

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.

This is a strategic sales position requiring an in-depth knowledge of how technology is used to enable business goals or overcome business challenges. This position is selling to/with partners into the US DoD Community and requires strategic thinking/planning coupled with tactical execution of identified business opportunities as well as an active Top Secret clearance. You will be responsible for leading all facets of the relationship with named federal accounts (of significant strategic importance to the organization) 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 manage 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

• Primary point-of-contact for Federal 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 manages relationships with existing national named accounts. Responsible for growing and retaining named accounts while ensuring ongoing customer service.
• Responsible for identifying and qualifying long-term and short-term business opportunities and 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
• Determine market strategies and goals for each product and service; understanding the strategies, goals and objectives of named accounts
• 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
• Partner with internal and external teams and channels to develop innovative technical solutions to improve F5s 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

Knowledge, Skills and Abilities

• Basic negotiation and closing skills
• Basic solution selling and presentation abilities
• Basic client interfacing and customer-focused approach
• Basic influencing skills
• Basic selling skills in a complex matrix environment
• Establish effective use of internal relationships and resources
• Basic ability to effectively lead time and prioritize workload, develop and lead pipeline and forecasting
• Ability to provide and work from a home office located within the territory
• Requires knowledge in networking products, preferably those of F5
• Experience with Internet related software or systems

Qualifications

• 8+ years of direct work experience in a relevant environment
• BA/BS degree preferred