Major Account Manager - DISA
F5, Reston, VA, United States
Strategic Sales Position
This is a strategic sales position requiring an in-depth knowledge of how technology is used to meet DISA's mission goals and overcome business challenges. Position requires strategic thinking/planning and communication with tactical execution of identified business opportunities. Responsible for managing all facets of the relationship with DISA and their mission partners 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 while effectively communicating engagement strategies to the customer and with F5 leaders. Develops opportunities leveraging all of F5's consumption models (Hardware, BYOL, ELA, Subscription) across the F5 solution portfolio. 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 an individual contributor position that will operate as part of a team to satisfy an annual quota. Primary Responsibilities
Primary point-of-contact for major account/(s) regardless of account's 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 growing and retaining named accounts while ensuring ongoing customer service. Responsible for identifying and qualifying long-term and short-term business opportunities and pro-actively 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 effect target markets 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 Determine market strategies and goals for each product and service; understanding the strategies, goals and objectives of named accounts 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 Develops strategy for sustained management and success of business and coordinates resources to ensure goals are met Partner with internal and external teams and channels to develop creative technical solutions to maximize F5s 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 Duties require the ability to travel up to 50% Knowledge, Skills and Abilities
Strong negotiation and closing skills Strong solution selling and presentation abilities Advanced client interfacing and customer-focused approach Strong Influencing skills Demonstrated selling skills in a complex matrix environment Demonstrates effective use of internal relationships and resources Strong ability to effectively manage time and prioritize workload, develop and manage pipeline and forecasting Ability to provide and work from a home office located within the territory Requires specialized knowledge in networking products, preferably those of F5 Experience with Internet related software or systems Qualifications
5+ years of direct work experience in a relevant environment BA/BS degree or equivalent experience Top Secret Security (TS) clearance and the relationships to maintain them are preferred
This is a strategic sales position requiring an in-depth knowledge of how technology is used to meet DISA's mission goals and overcome business challenges. Position requires strategic thinking/planning and communication with tactical execution of identified business opportunities. Responsible for managing all facets of the relationship with DISA and their mission partners 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 while effectively communicating engagement strategies to the customer and with F5 leaders. Develops opportunities leveraging all of F5's consumption models (Hardware, BYOL, ELA, Subscription) across the F5 solution portfolio. 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 an individual contributor position that will operate as part of a team to satisfy an annual quota. Primary Responsibilities
Primary point-of-contact for major account/(s) regardless of account's 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 growing and retaining named accounts while ensuring ongoing customer service. Responsible for identifying and qualifying long-term and short-term business opportunities and pro-actively 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 effect target markets 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 Determine market strategies and goals for each product and service; understanding the strategies, goals and objectives of named accounts 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 Develops strategy for sustained management and success of business and coordinates resources to ensure goals are met Partner with internal and external teams and channels to develop creative technical solutions to maximize F5s 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 Duties require the ability to travel up to 50% Knowledge, Skills and Abilities
Strong negotiation and closing skills Strong solution selling and presentation abilities Advanced client interfacing and customer-focused approach Strong Influencing skills Demonstrated selling skills in a complex matrix environment Demonstrates effective use of internal relationships and resources Strong ability to effectively manage time and prioritize workload, develop and manage pipeline and forecasting Ability to provide and work from a home office located within the territory Requires specialized knowledge in networking products, preferably those of F5 Experience with Internet related software or systems Qualifications
5+ years of direct work experience in a relevant environment BA/BS degree or equivalent experience Top Secret Security (TS) clearance and the relationships to maintain them are preferred