Name Account Manager (Santiago Chile)

At F5, we strive to bring a better digital world to life. Our teams empower organizations across the globe to create, secure, and run applications that enhance how we experience our evolving digital world. We are passionate about cybersecurity, from protecting consumers from fraud to enabling companies to focus on innovation. 
 

Everything we do centers around people. That means we obsess over how to make the lives of our customers, and their customers, better. And it means we prioritize a diverse F5 community where each individual can thrive.

***We are only hiring in Santiago, Chile. Applicants must be based in Santiago de Chile for consideration. ***

The Account Manager - Named Accounts (AM) is a sales and technical role, part of a sales team, working with F5 end-user customers and partners.

The high-level objective, together with a Sales Engineer - Named Accounts, is to achieve the allocated sales target by selling F5’s solutions to a pre-defined, limited number of end-user accounts. This is a strategic sales position requiring an in-depth knowledge of how F5 technology can be used to enable business goals or overcome business challenges. The position requires strategic thinking and planning, coupled with tactical execution of identified business opportunities.

The AM is responsible for managing all facets of the relationship with the defined set of named accounts, which are of significant strategic importance to the organization, while ensuring revenue goals are met.

In customer engagements, the AM should always take a Consultative Sales approach, working to proactively learn and fully understand existing business and technical solutions. This approach allows the AM to identify the customer’s key pain points, business and technical challenges, and the gains that could be achieved by implementing an F5 solution. The AM should be able to discuss both business and technical benefits, establishing a value relationship and becoming a trusted advisor to customers.

The AM develops opportunities across the F5 solution portfolio, effectively selling solutions and services by leveraging technical, organizational, and customer knowledge to influence and build trusting relationships. The AM must also partner effectively with systems integrators, large service providers, and regional VARs based on need or value required.

Primary Responsibilities:

• Serve as the primary point-of-contact for the pre-defined accounts, regardless of the account’s geographic location. Maintain contact with account at an executive level, focusing on the strategic nature of the relationship.
• Understand the customer organization’s business needs, match use cases of F5 Solutions, and communicate how F5’s value-added solutions address those needs.
• Work towards being considered a trusted resource by the customer base and an expert in the field.
• Have the credibility to influence at senior levels within the named account.
• Determine go-to-market strategies and goals for each solution, understanding the strategies, goals, and objectives of the named accounts.
• Be responsible for expanding and retaining named accounts while ensuring ongoing customer service.
• Research and develop lists of potential customers within an organization, regularly follow up on leads, develop leads, and act to close deals.
• Identify and qualify long-term and short-term business opportunities.
• Assume a leadership role in coordinating account strategy and tactics for the sales support team (sales engineering, sales management, inside sales).
• Prepare formal proposals and presentations, present to all levels of the organization including executives, lead negotiations, coordinate complex decision-making processes, overcome objections to closure, and close sales in a professional and effective manner.
• With a focus on supporting named accounts and corresponding opportunities, the AM is responsible for partner relationship management and development. Facilitate executive-level relationships between the customer, F5, and its partners, including communication on strategic and tactical issues.
• Maintain up-to-date knowledge of industry trends, technical developments, and government regulations that affect target customers.
• Be fully responsible for accurate sales forecasting, demonstrating in-depth knowledge of sales cycles from initial contact through the procurement process, and ensuring Salesforce is maintained regularly.
• Develop and maintain detailed account plans, including organizational charts for top accounts, to be reviewed by management on a monthly basis.
• Provide regular updates to senior sales and operations staff concerning account issues and financial status.
• Meet and exceed sales quotas and revenue goals.
• Perform other related duties as assigned.
• Effectively negotiate and pursue conflict resolution.
• Uphold F5’s Business Code of Ethics, promptly reporting violations of the Code or other company policies.

Knowledge, Skills, and Abilities:

• Expert written and oral communication skills in both the native language and English.
• Expert presentation skills.
• Requires specialized knowledge in security and networking solutions and use cases, preferably those of F5.
• Excellent negotiation and closing skills.
• First-class consultative selling abilities.
• Excellent client interfacing and customer-focused approach.
• 5+ years of related industry experience.
• 5+ years of sales experience working with channel partners.
• BS/BA or equivalent work experience.

PHYSICAL DEMANDS AND WORK ENVIRONMENT:

• Job may be performed on-site at a customer facility, data center, or in an office environment sitting at a desk.
• Duties require the ability to utilize a computer, communicate over the telephone, and read printed material.
• Duties require the ability to travel up to 80% via automobile and/or airplane and may require being on call periodically and working outside normal working hours (evenings and weekends).

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.

Please note that F5 only contacts candidates through F5 email address (ending with @f5.com) or auto email notification from Workday (ending with f5.com or @myworkday.com).

Equal Employment Opportunity

It is the policy of F5 to provide equal employment opportunities to all employees and employment applicants without regard to unlawful considerations of race, religion, color, national origin, sex, sexual orientation, gender identity or expression, age, sensory, physical, or mental disability, marital status, veteran or military status, genetic information, or any other classification protected by applicable local, state, or federal laws. This policy applies to all aspects of employment, including, but not limited to, hiring, job assignment, compensation, promotion, benefits, training, discipline, and termination.  F5 offers a variety of reasonable accommodations for candidates. Requesting an accommodation is completely voluntary. F5 will assess the need for accommodations in the application process separately from those that may be needed to perform the job. Request by contacting accommodations@f5.com.