Principal Account Executive

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 is a strategic sales position requiring an in-depth knowledge of how technology is used to enable business goals or overcome business challenges. Position requires strategic thinking/planning coupled with tactical execution of identified business opportunities. Responsible for managing all facets of the relationship with named or large key accounts (of significant strategic importance to the organization) while ensuring revenue goals are being met. Maintains contact at relevant levels in the accounts focusing on strategic nature of the relationship. Must be able to build and maintain relationships effectively and communicate at all levels. Develop opportunities across the F5 solution portfolio while effectively selling solutions and services using technical, organizational and customer knowledge to influence and build trusting relationships. Able to partner effectively, and tactically, with Systems Integrators, large Service Providers and regional VARs based on need or required value. This is typically an individual contributor role. This is a quota carrying role.

Sounds interesting? Read on

What You'll Do:

• Primary point-of-contact for major account/(s) for the assigned geographic location.
• Maintains contact with account at a high, executive level, focusing on the strategic nature of the relationship
• Sells the organization's products or services to and maintains relationships with existing national named accounts.
• Responsible for expanding and retaining named accounts while ensuring ongoing customer service.
• Responsible for identifying and qualifying long-term and short-term business opportunities and proactively identifying and addressing competitive threats
• Prepares formal proposals and presentations, presents to all levels of the organization including executives, leads negotiations, coordinates complex decision-making processes and overcomes objectives to closure, and closes sales in a professional and effective manner
• Responsible for significant key partner relationship management and development.
• Facilitate executive-level relationships between the customer, F5 and its partners, including facilitating communication on strategic and tactical issues and maintaining continuity
• Maintain up-to-date knowledge of industry trends, technical developments and government regulations that affect target markets
• Must understand organization's business needs, develop application of 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 developing leads, and act to close deals
• Assume a leadership role in coordinating account strategy and tactics for sales support team (inside sales, systems engineering, sales management)
• Assume full responsibility for accurate sales forecasting by demonstrating in depth knowledge of sales cycles from initial contact through the procurement process, ensure SalesForce is utilized appropriately and maintained on a regular basis
• Develop and maintain detailed account profiles including organizational charts for all accounts to be reviewed by management on a quarterly basis
• Partner with internal and external teams and channels to develop innovative technical solutions to maximize F5´s footprint and Customer dependent in account
• Responsible for upholding F5's Business Code of Ethics and for promptly reporting violations of the Code or other company policies
• Perform other related duties as assigned

What You'll Bring:

• 10-15 years of direct work experience in a relevant environment
• BS / MBA degree preferred
• Ability to network with CXOs and Industry peers to drive successful management of the territory independently
• Applies consultative selling approach and exposure to MEDDPICC highly desirable
• Is equally good at farming and hunting with keen eye to upsell and cross sell in existing accounts and uses value and competitive selling for new logos
• Ability to strategies and plan the growth of the territory and independently drive the execution through collaboration with internal and external stakeholders
• Ability to bring together the SE, BDR, Partner, Marketing, Specialist and Engineering functions to deliver results
• Ability to represent F5 in forums and deliver effective presentations and perspectives to the audience to capture the essence of what F5 stands for
• Well networked in the South market - Especially Bangalore (IT/ITES, Fintechs, ECommerce, BFSI, Digital Natives, Semiconductors, Global Captive Centers, Globals)
• Ability to mentor the team given the seniority of this position and act independently to execute the join plan

What You'll Get:

• Hybrid working mode
• Career growth and development opportunities  
• Recognitions and Rewards
• Employee Assistance Program
• Competitive pay, comprehensive benefits, and cool perks
• Culture of Giving Back
• Dynamic Diversity & Inclusion Interest Groups
• Apply if you believe your own unique capabilities can contribute to the success of this role and our organization

#LIVR

The Job Description is intended to be a general representation of the responsibilities and requirements of the job. However, the description may not be all-inclusive, and responsibilities and requirements are subject to change.

Please note that F5 only contacts candidates through F5 email address (ending with ) or auto email notification from Workday (ending with or ).

Equal Employment Opportunity

It is the policy of F5 to provide equal employment opportunities to all employees and employment applicants without regard to unlawful considerations of race, religion, color, national origin, sex, sexual orientation, gender identity or expression, age, sensory, physical, or mental disability, marital status, veteran or military status, genetic information, or any other classification protected by applicable local, state, or federal laws. This policy applies to all aspects of employment, including, but not limited to, hiring, job assignment, compensation, promotion, benefits, training, discipline, and termination.  F5 offers a variety of reasonable accommodations for candidates. Requesting an accommodation is completely voluntary. F5 will assess the need for accommodations in the application process separately from those that may be needed to perform the job. Request by contacting