Named Account Manager

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Job description

The Account Manager - Named Accounts (AM) is a sales and technical role, part of a sales team, working with F5 end-user customers and partners.

The high-level objective is, together with a Sales Engineer - Named Accounts, achieve the allocated sales target by selling F5's solutions to a pre-defined, limited number, set of end-user accounts. This is a strategic sales position requiring an in-depth knowledge of how F5 technology can be used to enable business goals or overcome business challenges. The Position requires strategic thinking/planning coupled with tactical execution of identified business opportunities.

Responsible for managing all facets of the relationship the defined set of named accounts (hence, of significant strategic importance to the organization) while ensuring revenue goals are being met.

In customer engagements, the F5 AM should always engage her/his customers with a Consultative Sales approach. This approach requires that the AM works to proactively learn and fully understand existing business and technical solutions to be able to identify the customer's key "pain points", their business and technical challenges, and the gains achieved by implementing a F5 solution. The AM should be able to discuss both business and also technical benefits, establishing a value relationship so she/he becomes a trusted advisor to her/his customers.

Develops 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.

PRIMARY RESPONSIBILITIES:

• Primary point-of-contact for the pre-defined accounts, regardless of account's geographic location. Maintains contact with account at a high, executive level, focusing on the strategic nature of the relationship
• Must understand customer organization's business needs, match use-cases of F5 Solutions and communicate how F5's value-added solutions will address those needs
• Works towards being considered a trusted resource by customer base and an expert in the field
• Has credibility to influence at senior levels within her/his named account
• Determine go-to-market strategies and goals for each solution; understanding the strategies, goals and objectives of her/his named accounts
• Responsible for expanding and retaining her/his named accounts while ensuring ongoing customer service.
• Research and develop lists of potential customers within an organization; regularly follow-up on leads and developing leads, and act to close deals
• Responsible for identifying and qualifying long-term and short-term business opportunities
• Assume a leadership role in coordinating account strategy and tactics for sales support team (sales engineering, sales management, inside sales,)
• 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
• With a focus of supporting her/his named accounts and corresponding opportunities, the AM is responsible for 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 customers
• Assume full responsibility for accurate sales forecasting by demonstrating in depth knowledge of sales cycles from initial contact through the procurement process, ensuring SalesForce is utilized appropriately and maintained on a regular basis
• Develop and maintain detailed account plans including organizational charts for his/her top accounts to be reviewed by management on a monthly basis
• Provides regular updates to senior sales and operations staff concerning account issues, financial status
• Meet and exceed sales quotas and revenue goals
• Perform other related duties as assigned.
• Effectively negotiate and pursue conflict resolution
• Uphold F5's Business Code of Ethics; promptly reporting violations of the Code or other company policies

Knowledge, Skills and Abilities:

• Expert written and oral communication skills in her/his native language and in English
• Expert presentation skills
• Requires specialized knowledge in security and networking solutions and use-cases, preferably those of F5
• Excellent negotiation and closing skills
• First class consultative selling abilities
• Excellent client interfacing and customer-focused approach
• 5+ years related industry experience
• 5+ years sales experience, working with channels partners
• BS/BA or equivalent work experience

PHYSICAL DEMANDS AND WORK ENVIRONMENT:

• Job may be performed on-site at a customer facility or data center, or in an office environment sitting at a desk
• Duties require the ability to utilize a computer, communicate over the telephone, and read printed material
• Duties require the ability to travel up to 80% via automobile and/or airplane, and may require being on call periodically and working outside normal working hours (evenings and weekends)

F5 Networks, is an equal opportunity employer and strongly supports diversity in the workplace