Account Executive

Overview

A strategic, quota-carrying Account Executive role managing the full relationship with named or large key accounts of strategic importance, developing opportunities across the F5 solution portfolio, and partnering with Systems Integrators, large Service Providers and regional VARs.

What you'll do

• Serve as primary point-of-contact for major accounts regardless of geographic location, maintaining contact at a high, executive level focused on the strategic nature of the relationship.
• Sell the organization's products and services to existing national named accounts, expanding and retaining them while ensuring ongoing customer service.
• Identify and qualify long-term and short-term business opportunities and proactively identify and address competitive threats.
• Prepare formal proposals and presentations, present to all levels of the organization including executives, lead negotiations, coordinate complex decision-making processes, and drive deals to closure.
• Manage and develop significant key partner relationships, facilitating executive-level communication between the customer, F5 and its partners on strategic and tactical issues.
• Maintain up-to-date knowledge of industry trends, technical developments and government regulations affecting target markets.
• Understand the organization's business needs, apply 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 act to close deals.
• Lead coordination of account strategy and tactics for the sales support team (inside sales, systems engineering, sales management).
• Take full responsibility for accurate sales forecasting, demonstrating in-depth knowledge of sales cycles from initial contact through procurement, and ensure Salesforce is used appropriately and maintained regularly.
• Develop and maintain detailed account profiles, including organizational charts for all accounts, to be reviewed by management quarterly.
• Partner with internal and external teams and channels to develop innovative technical solutions that maximize F5's footprint and customer dependence within accounts.
• Uphold F5's Business Code of Ethics and promptly report violations of the Code or other company policies.
• Perform other related duties as assigned.

What you'll need

• 10-15 years of direct work experience in a relevant environment.
• Strong influencing skills.
• Demonstrated selling skills in a complex matrix environment.
• Demonstrated effective use of internal relationships and resources.
• Use of sales tools such as SFDC and Clari, and exposure to sales concepts such as MEDDIC.
• Strong ability to manage time and prioritize workload, develop and manage pipeline, and forecast.
• Understanding of and experience handling major accounts.
• Specialized knowledge of networking products, preferably those of F5.
• Strong negotiation and closing skills with an Integrity First approach.
• Strong solution-selling and presentation abilities.
• Advanced client-interfacing and customer-focused approach.

Nice to have

• BS / MBA degree.

Details

• Location: Noida.
• Hybrid working mode.
• Job may be performed on-site at a customer facility or data center, or in an office environment.
• Duties may require being on call periodically and working outside normal working hours (evenings and weekends).
• Ability to travel up to 50% via automobile and airplane.
• This is a quota-carrying, typically individual contributor role.