Territory Account Manager

Overview

Territory Account Manager for the Pune region, a quota-carrying individual contributor role selling F5's products and services entirely through channel partners.

What you'll do

• Uphold F5's Business Code of Ethics and promptly report violations of the Code or other company policies.
• Identify and qualify long-term and short-term business opportunities and proactively identify and address competitive threats.
• Develop relationships and leverage channel, including account planning and lead generation with channel partners.
• Build relationships and develop opportunities with channel partners by effectively communicating and demonstrating F5 solutions, and train channel partners on the F5 story and technical solutions.
• Develop a territory plan focused on channel leverage.
• Develop and deliver sales presentations, technical presentations and workshops, and close sales in a professional and effective manner.
• Maintain up-to-date knowledge of industry trends, technical developments and government regulations that affect target markets.
• Understand organization's business needs, develop application of products and services, and communicate F5's technical value-added solutions to meet those needs.
• Research and develop lists of potential customers, make regular sales calls to develop relationships, and follow up on sales leads.
• Prepare formal proposals and present to all levels of the organization, including executive level.
• Lead negotiations, coordinate complex decision-making processes, overcome obstacles to closure, and close sales.
• Coordinate territory strategy and tactics for the sales support team (inside sales, systems engineering, channel manager).
• Take full responsibility for accurate sales forecasting and ensure Salesforce is used appropriately and maintained regularly.
• Create and update annual account plans and determine market strategies and goals for each product and service.
• Conduct territory planning through research, development and maintenance of long- and short-range sales and marketing plans.
• Develop and maintain detailed account profiles for large territory accounts, reviewed by management quarterly.
• Provide regular updates to manager on account issues, financial status, etc.
• Meet or exceed sales quotas and revenue goals.
• Maintain cooperative and professional communications with all levels of staff and customers.
• Support the APAC management team in special projects and strategic planning.

What you'll need

• Bachelor's degree or higher in business administration or engineering, or equivalent work experience.
• At least 8 years of sales, or relevant experience.
• Ability to be hands-on and perform the function independently.
• Proven track record in a high-growth company of medium size from the information technology/networking industry.
• Maturity in building organizational capability and sales growth while managing costs.
• Fluency in the local language, as this role supports local customers.

Nice to have

• Multiple language skills.

Details

• Location: Pune region.
• Quota-carrying individual contributor role.
• All sales are made through channel partners.