Principal Account Executive

This is a fully remote position, open to applicants in Canada.

📋 Description

• Serves as the primary contact for major accounts, regardless of their geographic location.

• Maintains high-level executive relationships with accounts, focusing on the strategic aspects of the partnership.

• Responsible for selling the organization's products or services and managing relationships with established national named accounts.

• Charged with rapidly expanding and retaining named accounts while ensuring exceptional customer service.

• Identifies and qualifies both long-term and short-term business opportunities while actively addressing competitive threats.

• Prepares formal proposals and presentations, delivers them to all organizational levels, including executives, leads negotiations, coordinates complex decision-making processes, overcomes objections to close deals effectively and professionally.

• Manages and develops significant key partner relationships.

• Facilitates executive-level relationships between the customer, F5, and its partners, ensuring effective communication on strategic and tactical issues while maintaining continuity.

• Keeps abreast of industry trends, technical advancements, and government regulations that impact target markets.

• Understands the organization’s business needs, develops applications of products and services, and articulates how F5’s technical solutions will meet those needs.

• Researches and compiles lists of potential customers within an organization; regularly follows up on leads, nurtures them, and takes actions to close deals.

• Resolves market strategies and goals for each product and service, understanding the strategies, goals, and objectives of named accounts.

• Takes a leadership role in coordinating account strategy and tactics for the sales support team, including inside sales, systems engineering, and sales management.

• Holds full responsibility for accurate sales forecasting by demonstrating in-depth knowledge of sales cycles from initial contact through the procurement process, ensuring appropriate and regular maintenance of SalesForce.

• Develops and maintains detailed account profiles, including interpersonal charts, for all accounts to be reviewed by management quarterly.

• Formulates strategies for sustained management and success of the business and coordinates resources to ensure goals are achieved.

• Collaborates with internal and external teams and channels to create innovative technical solutions to enhance F5's presence and customer dependence within accounts.

• Duties require the capability to travel up to 50% via automobile and airplane, and may necessitate being on call periodically and working outside normal hours (evenings and weekends).

⛳️ Requirements

• Over 10 years of direct experience in a relevant account management environment.

• BA/BS degree or equivalent experience.

• Exceptional negotiation and closing skills.

• Strong abilities in solution selling and presentation.

• Advanced client interfacing skills with a customer-focused approach.

• Strong influencing capabilities.

• Proven selling skills within a complex matrix environment.

• Effectively utilizes internal relationships and resources.

• Demonstrates the ability to manage time effectively, prioritize workload, and lead pipeline and forecasting efforts.

• Must have the ability to work from a home office located within the designated territory.

• Requires specialized knowledge of networking products, preferably those of F5.

• Experience with internet-related software or systems.

🏝️ Benefits

• None explicitly stated