Major Account Manager – Financial Services

Major Account Manager – Financial Services

Requirements

• Deep understanding of the financial services industry, including trends, challenges, and regulatory requirements (e.g., PCI DSS, GDPR, FINRA)
• Proficiency in the MEDDPICC sales methodology (Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Implicate the Pain, Champion, Competition)
• Proven ability to sell complex technology solutions to financial services clients, with a focus on application security, cloud adoption, and digital transformation
• Strong negotiation, closing, and presentation skills tailored to C-level executives in banking, payments, or investment firms
• Advanced client-facing skills with a consultative, customer-focused approach to building trusted relationships
• Demonstrated ability to influence stakeholders in a matrixed environment, leveraging internal and external resources effectively
• Exceptional time management, pipeline development, and forecasting skills, with a track record of meeting or exceeding quotas
• Specialized knowledge of networking, application delivery, and security solutions, ideally with F5 products or similar technologies
• Experience with internet-related software or systems, particularly in secure, high-performance environments
• Ability to travel as needed to engage with clients and partners in the financial services sector
• Residency in the Denver, CO area is preferred to facilitate relationship-building with key accounts in the region

Responsibilities

• Serve as the primary point-of-contact for major financial services accounts, maintaining high-level executive relationships regardless of geographic location, with a focus on strategic alignment
• Drive sales of F5’s products and services to existing named accounts in the financial services sector, expanding and retaining these accounts while ensuring exceptional customer service
• Identify, qualify, and pursue both short- and long-term business opportunities, proactively addressing competitive threats in the financial services market
• Develop and present formal proposals and presentations tailored to financial services clients, addressing needs such as secure application delivery, fraud prevention, and compliance. Lead negotiations, coordinate complex decision-making processes, and overcome objections to close deals effectively
• Manage and develop key partner relationships, facilitating executive-level collaboration between F5, its partners, and financial services clients
• Understand and articulate how F5’s technical solutions address critical financial services needs, including data protection, application performance, and regulatory requirements
• Research and develop lists of potential stakeholders within target accounts, follow up on leads, and close deals to meet revenue targets
• Define market strategies and goals for F5’s products and services, aligning them with the business objectives of financial services accounts
• Lead account strategy and coordinate with sales support teams (inside sales, systems engineering, sales management) to execute plans effectively
• Ensure accurate sales forecasting by leveraging in-depth knowledge of financial services sales cycles, maintaining up-to-date records in SalesForce
• Develop and maintain detailed account profiles, including organizational charts, for quarterly review by management
• Uphold F5’s Business Code of Ethics, promptly reporting any violations or policy concerns
• Perform other related duties as assigned

Preferred Qualifications

• Bachelor’s degree in Business, Technology, or a related field (or equivalent experience)
• 5+ years of enterprise sales experience, with a focus on financial services accounts
• Proven track record of managing and growing large, strategic accounts in banking, payments, or related industries
• Experience working with Systems Integrators, Service Providers, or VARs in the financial services ecosystem
• Proficiency with CRM tools like SalesForce for pipeline management and forecasting