Sr Account Executive

Role Overview

Sr Account Executive at F5, based in Dubai. This is a quota-carrying individual contributor role focused on Public Sector and Enterprise customers across the UAE.

Company Overview

F5 empowers organizations globally to create, secure, and run applications that enhance digital experiences. The company is passionate about cybersecurity, protecting consumers from fraud, and enabling companies to focus on innovation. F5 values its employees as collaborative, innovative, reliable, and trustworthy, with commitment to diversity and a global mindset.

Role Purpose

Manage all facets of relationships with large key accounts of strategic importance to F5, ensuring revenue goals are met. Develop opportunities across the F5 solution portfolio by selling solutions and services, building trusting relationships at executive and strategic levels, and partnering with Systems Integrators, Service Providers, and regional VARs.

Key Responsibilities

Account Management

• Serve as primary point-of-contact for major Public Sector and Enterprise accounts in the UAE.
• Maintain contact with accounts at executive level, focusing on the strategic nature of the relationship.
• Sell the organization's products or services to and maintain relationships with existing accounts.
• Expand and retain named accounts while ensuring ongoing customer service.
• Develop and maintain detailed account profiles including organizational charts for all accounts, to be reviewed by management quarterly.
• 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 including inside sales, systems engineering, and sales management.

Opportunity Identification & Development

• Identify and qualify long-term and short-term business opportunities.
• Proactively identify and address competitive threats.
• Research and develop lists of potential customers within an organization.
• Regularly follow up on leads and develop leads to close deals.

Sales Execution

• Prepare formal proposals and presentations to all levels of the organization including executives.
• Lead negotiations and coordinate complex decision-making processes.
• Overcome objections to closure and close sales in a professional and effective manner.
• Meet and exceed sales quotas and revenue goals.
• Assume full responsibility for accurate sales forecasting by demonstrating in-depth knowledge of sales cycles from initial contact through the procurement process.

Stakeholder & Partner Management

• Manage significant key partner relationships and development.
• Facilitate executive-level relationships between the customer, F5, and its partners.
• Facilitate communication on strategic and tactical issues.
• Maintain continuity across partner interactions.

Knowledge & Market Intelligence

• Maintain up-to-date knowledge of industry trends, technical developments, and government regulations affecting target markets.
• Understand the organization's business needs, develop application of products and services, and communicate how F5's technical value-added solutions address those needs.
• Be considered a trusted resource by customer base and an expert in the field.
• Have credibility to influence at senior levels within named accounts, such as Senior Executive, Board, or Chair.

Operations & Reporting

• Ensure Salesforce is utilized appropriately and maintained on a regular basis.
• Develop strategy for sustained management and success of business and coordinate resources to ensure goals are met.
• Provide regular updates to senior sales and operations staff concerning account issues and financial status.
• Perform other related duties as assigned.

Qualifications & Experience

• Significant direct work experience in a relevant customer set.
• Being Dubai-based is highly preferable.
• Good understanding of Public Sector and Enterprise tender processes.
• Bachelor's degree preferred.
• Requires 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.
• Ability to communicate at all levels.

Additional Information

• Ability to provide and work from a home office located within the territory.
• Job may be performed on-site at a customer facility or data center, or in an office environment.
• Duties require the ability to utilize a computer, communicate over telephone, and read printed material.
• Travel up to 60% via automobile and airplane required.
• May require being on call periodically and working outside normal working hours, including evenings and weekends.
• F5 is an equal employment opportunity employer and offers reasonable accommodations for candidates. Requests should be directed to accommodations@f5.com.