وصف الوظيفة
Role Overview
Principal Account Executive at F5, covering Eastern Province and Bahrain. This is a strategic sales position serving Enterprise accounts in KSA and Bahrain, with quota responsibility and individual contributor accountability.
Company Overview
F5 empowers organizations across the globe to create, secure, and run applications that enhance how we experience our evolving digital world. The organization is passionate about cybersecurity, from protecting consumers from fraud to enabling companies to focus on innovation. F5 prioritizes a diverse community where each individual can thrive, valuing employees who are collaborative, innovative, reliable, trustworthy, and committed to a global mindset.
Role Purpose
Manage all facets of relationships with large, strategically important Enterprise accounts while meeting revenue goals. Develop opportunities across the F5 solution portfolio through strategic thinking and tactical execution, leveraging deep technical and organizational knowledge to build trusting relationships and influence at executive levels.
Key Responsibilities
Account Management
- Serve as primary point-of-contact for major Enterprise accounts in KSA and Bahrain.
- Maintain contact with accounts at high, executive levels, focusing on the strategic nature of relationships.
- Expand and retain named accounts while ensuring ongoing customer service.
- Develop and maintain detailed account profiles including organizational charts for quarterly management review.
- Assume leadership role in coordinating account strategy and tactics for sales support team, including inside sales, systems engineering, and sales management.
- Develop strategy for sustained management and success of business and coordinate resources to ensure goals are met.
Sales Execution
- Identify and qualify long-term and short-term business opportunities.
- Proactively identify and address competitive threats.
- Prepare formal proposals and presentations for all organizational levels, including executives.
- Lead negotiations, coordinate complex decision-making processes, and overcome objections to closure.
- Close sales in a professional and effective manner.
- Research and develop lists of potential customers within target organizations; regularly follow up on leads and act to close deals.
- Meet and exceed sales quotas and revenue goals.
Solution Development & Selling
- Develop opportunities across the F5 solution portfolio.
- Sell solutions and services using technical, organizational, and customer knowledge.
- Understand organizational business needs and develop application of products and services.
- Communicate how F5's technical value-added solutions will address customer needs.
- Demonstrate solution selling and presentation abilities.
Partner & Stakeholder Management
- Manage and develop significant key partner relationships.
- Partner effectively and tactically with Systems Integrators, large Service Providers, and regional VARs based on need or required value.
- Facilitate executive-level relationships between customer, F5, and its partners.
- Facilitate communication on strategic and tactical issues and maintain continuity.
- Serve as a trusted resource to customer base and an expert in the field.
- Maintain credibility to influence at senior levels within named accounts (Senior Executive/Board/Chair).
Market & Industry Knowledge
- Maintain up-to-date knowledge of industry trends, technical developments, and government regulations that affect target markets.
- Determine market strategies and goals for each product and service.
- Understand the strategies, goals, and objectives of named accounts.
- Act as an expert within the KSA Enterprise sales team.
Forecasting & Reporting
- Assume full responsibility for accurate sales forecasting.
- Demonstrate in-depth knowledge of sales cycles from initial contact through the procurement process.
- Ensure Salesforce is utilized appropriately and maintained on a regular basis.
- Provide regular updates to senior sales and operations staff concerning account issues and financial status.
Qualifications & Experience
- Significant direct work experience in a relevant customer set.
- Good understanding of Enterprise tender processes.
- Experience with team leadership, mentoring, and coaching others (preferred).
- Bachelor's degree (preferred).
- Specialized knowledge in networking products, preferably those of F5.
- Experience with Internet-related software or systems.
Skills & Competencies
- Excellent negotiation and closing skills.
- Excellent solution selling and presentation abilities.
- Excellent client interfacing and customer-focused approach.
- Strategic thinking and planning coupled with tactical execution.
- Ability to build and maintain relationships effectively and communicate at all levels.
- Ability to work from a home office located within the territory.
Additional Information
Work Environment
Job may be performed on-site at a customer facility or data center, 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.
Travel
Requires travel up to 60% via automobile and airplane. May require being on call periodically and working outside normal working hours (evenings and weekends).
Employment
This is an individual contributor role and a quota-carrying role.