This is a strategic Major Account Manager sales position as Managed Service Provider (SP) Account Manager, reporting to the Major Account Sales Director DACH.
The managed Service Provider area is growing rapidly and changing with new service models including public and private cloud.
F5 will play a major role for the future cloud business of the MSPs and is able to lead the transition of their onsite services and applications into the cloud.
The role requires an in-depth knowledge of how F5 technology is utilised to both enable SP business goals and to overcome SP business challenges.
The position requires strategic thinking / planning coupled with tactical execution of identified business opportunities and gives responsibility for managing all facets of the relationship with major accounts in the MSP area of significant strategic importance to the organization, whilst ensuring revenue goals are being met.
There is a responsibility is to maintain contact at relevant levels in the accounts focusing on the strategic nature of the relationship and the successful candidate must be able to build and maintain relationships effectively and communicate at all levels.
It is important to develop opportunities across the full F5 solution portfolio with an emphasis on security while effectively selling solutions and services using technical, organizational, operational and in depth customer knowledge to influence and build trusting relationships.
It will be important to adopt to new cloud and automation technologies as well as to understand customer needs and position commercial models incl.
new licenses and consumption models.
F5 works through partners and therefore it is important to partner effectively, both strategically and tactically, with Systems Integrators, Service Providers, regional VARs and Distributors based on the needs or required value in any sales campaign.
This is an individual contributor and a quota carrying role.
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 and services to and maintains relationships with existing MSP accounts. Responsible for expanding and retaining MSP 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
Must 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
Present at Quarterly Business Review meeting the territory’s outlook and performance focussing on key business metrics both in quarterly performance and in the territory’s pipeline outlook demonstrating a real understanding of own territory.
Develop and maintain detailed account plans including organizational charts and action plans for all accounts to be reviewed by management on a quarterly basis and to be used as a planning tool for the virtual account team
Develops strategy for sustained management and success of business and coordinates resources to ensure goals are met
Provides regular updates to senior sales and operations staff concerning account issues and financial status
Meet and exceed sales quotas and revenue goals
Provide leadership to the virtual sales team focused on the strategic, global or national account(s)
Considered a trusted resource by customer base and an expert in the field
Has credibility to influence at senior levels within named account e.g. Senior Executive / Board / Chair
Perform other related duties as assigned.
A minimum of 5 years of direct sales experience
A minimum of 2 years’ sales experience in a relevant technical environment (Ideally selling MSP Infrastructure)
Strategic Sales Training such asTAS Miller Heiman Holden
Strong Education preferably to degree level
Specialised knowledge in two or more of the followingManaged Service ProvidersNetworkingSecurityData Centres InfrastructureApplication Delivery Controllers (ADC)Cloud DeploymentDevOps
Excellent negotiation and closing skills
Excellent solution selling and presentation abilities
Excellent client interfacing and customer-focused approach
Willing to work from the City Sales Office as well as a home office when required
Physical Demands and Work Environment
Job may be performed on-site at a customer facility or data centre, or in an office environment sitting at a desk or computer table.
Duties require the ability to utilize a computer, communicate over the telephone, and read printed material. Duties require the ability to travel up to 60% via automobile and airplane, and may require being on call or staying away from home periodically and working outside normal working hours (evenings and weekends) .
Diversity Statement :
F5 Networks is an equal opportunity employer and strongly supports diversity in the workplace.
The Job Description is intended to be a general representation of the responsibilities and requirements of the job. However, the description may not be all-
inclusive, and responsibilities and requirements are subject to change.