Territory Account Manager

F5 Networks   •  


Industry: Networks


8 - 10 years

Posted 294 days ago

This job is no longer available.

Position Summary: 

Highly motivated self-starter responsible for achieving assigned sales quotas and goals and for the overall sales strategies and results of a major geographic/continental area, region, or country. All sales are made through channel partners. Leverage and partner with Channel Partner Account Executives on lead generation, account planning and new account development and/or expanding existing accounts. Must effectively sell F5’s products and services using technical, organizational and customer knowledge to influence customers and assist them in applying the products/services to their needs resulting in revenue generation. This is typically an individual contributor role. This is a quota carrying role. 

Primary Responsibilities: 

· Responsible for upholding F5’s Business Code of Ethics and for promptly reporting violations of the Code or other company policies 

· Develop relationships and leverage channel. Including account planning and lead generation with channel partners; building relationships and developing opportunities with channel partners by effectively communicating and demonstrating F5 solutions. This also involves training channel partners on the F5 story and technical solutions and developing a territory plan focused on channel leverage 

· Develop and deliver sales presentations and close sales in a professional and effective manner. Including: developing technical presentations and workshops 

· Maintain up-to-date knowledge of industry trends, technical developments and government regulations that effect target markets 

· Understand organization’s business needs, develop application of products and services and effectively communicate F5’s technical value added solutions to meet those needs. Including: researching and developing lists of potential customers; identifying and qualifying business opportunities, making regular sales calls to develop relationships and following-up on sales leads 

· Prepare formal proposals and present to all levels of the organization including executive level 

· Lead negotiations, coordinate complex decision making process, overcome obstacles to closure and close sales in a professional and effective manner 

· Assume a leadership role in coordinating territory strategy and tactics for sales support team (inside sales, systems engineering, channel manager) 

· Assume full responsibility for accurate sales forecasting by demonstrating in-depth knowledge of sales cycles from initial contact through the procurement process and ensure SalesForce is utilized appropriately and maintained on a regular basis 

· Create and update annual account plans, determine market strategies and goals for each product and service 

· Responsible for territory planning through research, development and maintenance of long and short range sales and marketing plans 

· Develop and maintain detailed account profiles for large accounts in territory, to be reviewed by management on a quarterly basis 

· Provide regular updates to manager concerning account issues, financial status, etc. 

· Meet or exceed sales quotas and revenue goals 

· Develop and maintain communications in a cooperative and professional manner with all levels of staff and customers 

· Perform other related duties as assigned 

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. 

Knowledge, Skills and Abilities: 

· Expert negotiation and closing skills 

· Advanced solution selling and presentation abilities 

· Expert client interfacing and customer-focused approach 

· Expert Influencing skills 

· Proven selling skills in a complex matrix environment 

· Proven effective use of internal relationships and resources 

· Expert ability to effectively manage time and prioritize workload, develop and manage pipeline and forecasting 

· Ability to provide and work from a home office located within the territory 


· 8+ years of direct work experience in a relevant environment 

· Bachelors degreepreferred 

· Requires specialized knowledge in networking products, preferably those of F5 

· Experience with Internet related software or systems