F5 Distributed Cloud Sales Specialist

F5 Distributed Cloud Sales Specialist Public Sector (North America)

The F5 Distributed Cloud Sales Specialist is a quota-carrying individual contributor responsible for driving adoption and revenue growth of F5 Distributed Cloud (XC) solutions within public sector customers, including State and Local Government, Education (SLED), and U.S. civilian Federal agencies across North America. This role partners with core F5 field sales teams to acquire new customers and expand existing accounts through effective positioning of F5's Distributed Cloud SaaS platform.

The Sales Specialist operates as a trusted advisor and subject matter expert, engaging executive and technical stakeholders to modernize application delivery, security, and connectivity across hybrid, multi-cloud, and edge environments. Success in this role requires disciplined execution, a strong sense of urgency, and the ability to independently advance opportunities using structured qualification methodologies (e.g., MEDDPICC) to ensure deal health, forecast accuracy, and predictable outcomes. The role also collaborates closely with Systems Integrators and both strategic alliance and regional VAR partners.

Primary Responsibilities

• Drive new and expansion revenue for F5 Distributed Cloud solutions across public sector accounts, with a focus on web application and API security, multi-cloud networking, edge services, and unified policy enforcement.
• Qualify and manage opportunities using a structured enterprise sales methodology (e.g., MEDDPICC), maintaining clear visibility into value metrics, decision makers, buying processes, procurement requirements, champions, and competition.
• Proactively advance opportunities by driving next steps, maintaining deal momentum, and resolving gaps or risks without the need for escalation or follow-up.
• Own pipeline accuracy and revenue forecasting for assigned opportunities; ensure timely updates, CRM hygiene, and participation in pipeline and forecast reviews.
• Prepare and deliver executive-level presentations and proposals; lead negotiations and assist with contract negotiations to close complex enterprise deals.
• Lead Distributed Cloud account strategy in partnership with core F5 sellers, Systems Engineers, and supporting sales resources.
• Develop and manage strategic relationships with channel partners to support customer initiatives and drive joint opportunities.
• Maintain working knowledge of industry trends, customer challenges, and competitive dynamics impacting distributed cloud, networking, and security markets.

Knowledge, Skills, and Abilities

• Proven experience selling complex enterprise solutions using structured qualification frameworks (e.g., MEDDPICC).
• Demonstrated ability to accurately forecast opportunities through disciplined inspection of deal qualification and readiness.
• Strong negotiation, executive communication, and consultative selling skills.
• Bias for action and high execution discipline; consistently meets commitments and drives actions to completion without prompting.
• Ability to manage multiple opportunities with urgency, prioritization, and accountability.
• Experience selling SaaS, cloud-based, networking, or security solutions; prior specialist or overlay sales experience preferred.
• Ability to work remotely from a home office within the assigned territory.

Qualifications

• 8+ years of experience in technology or specialist sales roles, with a focus on security, networking, or cloud platforms strongly preferred.
• Proven track record of meeting or exceeding quota in complex sales environments.
• Bachelor's degree (BA/BS) preferred or equivalent professional experience.

Physical Demands and Work Environment

• Work is performed remotely, at customer sites, data centers, or office environments.
• Regular computer and telephone use is required.
• Periodic work outside standard business hours may be necessary.
• Ability to travel up to 50% by automobile and airplane.