Territory Account Manager

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 means that we are able to deliver and protect applications—revenue generating, brand-anchoring applications—from the point at which they are created, through to the point when consumers interact with them. In other words, from"code to customer." This makes the combined forces of F5, absolutely essential to every digital organization in the world, including the world's largest enterprises, service providers, financial and educational institutions, government entities, and consumer brands.
At F5 we actively build a culture that everyone can be themselves and reach their full potential. As a global business leader, we know diversity drives innovation, makes everything we build better for our customers, and fuels our success. We know the magic ingredient is our differences, when embraced with humility and respect. And because we know this, we believe that top talent is found in a diversity of individual backgrounds, experiences, and perspectives to help us all thrive.
You'll be a recognised and talented performer in this role with high energy, self-reliance and will be able to demonstrate how you take ownership of your numbers and how you execute selling to customers in your territory. As this is a direct high touch role where all sales are made through our channel partners, you'll be making sure to take full advantage of our partners and Channel Partner Account teams on lead generation, account planning and new account development for the existing business and new accounts. You'll be used to our technology space, probably know the F5 portfolio and have a focus on selling Cloud services. Key will be your passion and obsession for solving customer's challenges helping them through their own digital transformation.
We've detailed some of the finer points on the role below. Take some time to read through and we look forward to speaking with you about this opportunity.
Your role:
Customer development with a mix of new business, renewals and refreshes. Handling a portfolio containing mainly Enterprise organisations. Responsible for territory planning through research, development and maintenance of long and short range sales and marketing plans.
Develop customer relationships and lead generation with channel partners; building relationships and developing opportunities by effectively communicating and demonstrating F5 solutions together with a Solution Engineer. This also involves training and educating customers on the F5 story "from Code to Customer" and F5 Distributed Cloud.
Developing and delivering sales presentations and closing sales in a professional and effective manner. This will include the development of technical presentations (in collaboration with F5 pre-sales technical team) and the hosting of customer and partner workshops.
Maintain up-to-date knowledge of industry trends, technical developments and government regulations that effect target markets.
Understand organisation's business needs, develop application of products and services and effectively communicate F5's technical value-added solutions to meet those needs. This will include 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, Solution Engineers, Channel Manager).
Assume full responsibility for accurate sales forecasting by demonstrating in depth knowledge of sales cycles from initial contact through the procurement process. Ensure SalesForce.com CRM tools are utilised appropriately and maintained on a regular basis.
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.
Champion significant projects, programs and business initiatives using demonstrated creativity and initiative.
Influence at senior levels within account e.g. Senior Executive/Board/Chair.
Perform other related duties as assigned by your management team.

What we're ideally looking for:
Typically, a number of years direct work experience in a relevant environment, namely, SaaS, PaaS, IaaS, Cloud, Security or Networking Infrastructure delivering quota.
Understand and be able to communicate effectively to different personas within organisations who look after DevOps, Networking infrastructure, Security, Cloud, Applications, SREs, edge computing, amongst others.
Experience in high level Enterprise sector market sales.
Familiar with Outcome based selling techniques.
Have undertaken formal sales training with a known institute or corporation.
Driven and tenacious with "can-do" attitude
Track record of New Business attainment
Bachelor's degree preferred and relevant work experience
Understand sales through a distribution/VAR sales channel model
Excellent negotiation and closing skills
First class solution selling and presentation abilities
Excellent client interfacing and customer-focused approach
Ability to provide and work from a home office located within the territory



F5 is an equal opportunity employer and committed to Diversity in the workplace