Senior Account Executive

This is a fully remote position, open to applicants in California, +4 more states.

📋 Description

• Cultivate and enhance relationships with F5’s key enterprise customers.

• Align business and technological priorities with F5 BIG-IP, F5 NGINX, and F5 Distributed Cloud Services offerings.

• Propel revenue growth, develop pipeline, and ensure forecast accuracy.

• Manage relationships with designated accounts and facilitate engagement across various business units and regions.

• Establish trusted connections with executives and leaders from security, networking, infrastructure, cloud, and application divisions.

• Create account plans that reflect customer needs, technology investments, stakeholder relationships, and purchasing frameworks.

• Drive executive interactions and business reviews to demonstrate value and uncover growth prospects.

• Identify and advance opportunities in application delivery and security, including load balancing, web application and API protection, DDoS mitigation, bot defense, and automation.

• Collaborate with technical experts to convert customer needs into solution recommendations, technical validation plans, and business cases.

• Lead intricate sales cycles, encompassing discovery, competitive positioning, proposals, negotiations, and procurement.

• Broaden F5’s footprint across customer applications, workloads, and business units while facilitating renewals and fostering long-term customer value.

• Coordinate cross-functional F5 resources to bolster account strategy, execute opportunities, and ensure customer success.

• Develop collaborative opportunities with channel partners, such as value-added resellers, systems integrators, service providers, and distributors.

• Engage with cloud and technology alliance partners when relevant.

• Align internal teams and partners around customer outcomes, responsibilities, and milestones.

• Maintain a qualified pipeline, accurate forecasts, and up-to-date account and opportunity records in Salesforce.

• Manage opportunity risks, ensure stakeholder alignment, and adhere to customer-agreed closing plans.

• Stay updated on cybersecurity threats, application modernization, cloud adoption, competitive dynamics, and pertinent regulatory requirements.

⛳️ Requirements

• 8+ years of relevant experience in enterprise technology sales or strategic account management, including quota responsibility.

• Proven track record of meeting revenue targets and expanding large, intricate accounts.

• Experience in leading multi-stakeholder sales cycles while navigating executive, technical, legal, and procurement processes.

• Excellent consultative selling, negotiation, presentation, and relationship-building skills with executives.

• Ability to lead cross-functional account teams and work effectively with channel partners.

• Strong skills in account planning, pipeline management, and forecasting discipline.

• Bachelor’s degree or equivalent practical experience.

• Capability to support assigned accounts and collaborate efficiently across locations, in accordance with applicable F5 work arrangements.

• Willingness to travel as necessary for customer meetings, partner engagements, and business activities.

• Flexibility to meet customer and business needs across various time zones, including occasional engagements outside of standard working hours.

• Preferred: Experience in selling application delivery, cybersecurity, networking, or cloud infrastructure solutions.

• Preferred: Familiarity with F5 BIG-IP, F5 NGINX, or F5 Distributed Cloud Services.

• Preferred: Working knowledge of DNS, HTTP/S, TLS, load balancing, web application firewalls, API security, and DDoS protection.

• Preferred: Understanding of hybrid and multicloud environments, containers, Kubernetes, and application modernization.

• Preferred: Experience with software subscriptions, enterprise agreements, renewals, and account expansion.

🏝️ Benefits

• Incentive compensation.

• Bonus.

• Restricted stock units.

• Comprehensive benefits package.

• Reasonable accommodations for candidates.