Sr Account Executive

Role Overview

Senior Account Executive at F5, covering key accounts across Qatar and Kuwait.

Company Overview

F5 is a global leader in multi-cloud application services, powering over half of the world's applications across all types of environments. The company delivers and secures applications from code to customer, serving enterprises, service providers, financial and educational institutions, government entities, and consumer brands worldwide.

Role Purpose

Generate revenue and expand F5's presence in Qatar and Kuwait by developing customer relationships, leading territory strategy, and closing sales with large Oil & Gas, Government, Financial Services, and Enterprise accounts through channel partners.

Key Responsibilities

Territory & Account Management

• Develop customer relationships across large Oil & Gas customers in Qatar and major accounts in Kuwait.
• Assume full responsibility 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.
• Assume a leadership role in coordinating territory strategy and tactics for sales support team, including inside sales, systems engineering, and channel manager.
• Influence at senior levels within accounts, including Senior Executive, Board, and Chair level.

Sales Development & Lead Generation

• Develop customer relationships and lead generation with channel partners, building relationships and developing opportunities by effectively communicating and demonstrating F5 solutions with a system engineer.
• Research and develop lists of potential customers; identify and qualify business opportunities.
• Make regular sales calls to develop relationships and follow up on sales leads.
• Train and educate customers on the F5 story "from Code to Customer".
• Develop and deliver sales presentations in a professional and effective manner.
• Develop technical presentations in collaboration with F5 pre-sales technical team and host customer and partner workshops.

Solution Development & Positioning

• Understand organization's business needs, develop application of products and services, and effectively communicate F5's technical value-added solutions to meet those needs.
• Prepare formal proposals and present to all levels of the organization, including executive level.
• Lead negotiations, coordinate complex decision-making processes, overcome obstacles to closure, and close sales in a professional and effective manner.

Market & Industry Knowledge

• Maintain up-to-date knowledge of industry trends, technical developments, and government regulations that affect target markets.

Forecasting & Performance 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.com CRM tools are utilized appropriately and maintained on a regular basis.
• Meet or exceed sales quotas and revenue goals.

Reporting & Communication

• Provide regular updates to manager concerning account issues, financial status, and related matters.
• Develop and maintain communications in a cooperative and professional manner with all levels of staff and customers.

Strategic Initiative

• Champion significant projects, programs, and business initiatives using demonstrated creativity and initiative.
• Perform other related duties as assigned.

Qualifications & Experience

• Several years of direct work experience in a relevant environment: SaaS, PaaS, IaaS, Cloud, Security, or Networking Infrastructure, delivering quota.
• Strong experience covering the Kuwaiti market.
• Experience in Oil & Gas, Government, Financial Services, and/or Enterprise Accounts.
• Track record of New Business attainment.
• Experience with Internet related software or systems.
• Bachelor's degree preferred.

Skills & Competencies

• Driven and tenacious with "can-do" attitude.
• Excellent negotiation and closing skills.
• First-class solution selling and presentation abilities.
• Excellent client interfacing and customer-focused approach.
• High energy, self-reliance, and ownership of numbers and execution.

Additional Information

• Ability to provide and work from a home office located within the territory.
• 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).
• F5 provides 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.
• F5 offers a variety of reasonable accommodations for candidates by contacting accommodations@f5.com.