Major Account Manager – Service Provider

Major Account Manager – Service Provider

Requirements

• Strong negotiation and closing skills
• Strong solution selling and presentation abilities
• Advanced client interfacing and customer-focused approach
• Experienced selling skills in a complex matrix environment
• Demonstrates effective use of internal relationships and resources
• Strong ability to effectively lead 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
• 8+ years of direct work experience in a relevant environment
• BA/BS degree preferred
• Knowledge of mobile technologies (in a telco network)
• Experience calling on tier 1 Service Provider strongly preferred

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 rapidly growing and retaining named accounts while ensuring ongoing customer service
• Responsible for identifying and qualifying long-term and short-term business opportunities and aggressively 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
• Deep understanding of organization’s business needs, develop application of products and services and communicate how our technical 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
• Figure out 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 our internal and external teams and channels to develop creative technical solutions to improve F5´s 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

Preferred Qualifications

• BA/BS degree preferred
• Knowledge of mobile technologies (in a telco network)
• Experience calling on tier 1 Service Provider strongly preferred