Territory Account Manager III

Overview

Highly motivated self-starter responsible for achieving assigned sales quotas and goals and for the overall sales strategies and results of a major geographic/continental area, region, or country. All sales are made 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.
• Leverage and partner with Channel Partner Account Executives on lead generation, account planning and new account development and/or expanding existing accounts.
• Build relationships and develop opportunities with channel partners by effectively communicating and demonstrating F5 solutions, including training 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 effectively communicate F5's technical value-added solutions to meet those needs.
• Research and develop lists of potential customers; identify and qualify business opportunities; 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 in a professional and effective manner.
• Assume a leadership role in coordinating territory strategy and tactics for the sales support team (inside sales, systems engineering, channel manager).
• Assume full responsibility for accurate sales forecasting, demonstrating in-depth knowledge of sales cycles from initial contact through the procurement process, and ensure SalesForce is utilized appropriately and maintained on a regular basis.
• Create and update annual account plans and determine market strategies and goals for each product and service.
• Responsible for territory planning through research, development and maintenance of long- and short-range sales and marketing plans.
• Develop and maintain detailed account profiles for large accounts in territory, reviewed by management quarterly.
• 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.
• 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.
• Should be hands-on and able to 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 whilst managing costs.
• Fluent in local language, as this role supports local customers.

Nice to have

• Multiple language skills.

Details

• Location: Mumbai.
• Individual contributor role; quota carrying role.