Major Account Manager

Major Account Manager

Requirements

• Strong negotiation and closing skills
• Strong solution selling and presentation abilities
• Advanced client interfacing and customer-focused approach
• Strong Influencing skills
• Demonstrated selling skills in a complex matrixed environment
• Demonstrates effective use of internal relationships and resources
• Strong ability to effectively manage time and prioritize workload, develop and manage pipeline and forecasting
• Requires specialized knowledge in networking and security products, preferably those of F5
• Experience with Internet related software or systems
• 8+ years of direct work experience in a relevant environment
• BA/BS degree preferred

Responsibilities

• Primary point-of-contact for major account/(s) regardless of account’s geographic location. Maintains contact with account at a high, executive level, focusing on the strategic nature of the relationship
• Sells the organization’s products or services to and maintains relationships with existing national named accounts. Responsible for expanding and retaining named accounts while ensuring ongoing customer service
• Responsible for identifying and qualifying long-term and short-term business opportunities and pro-actively identifying and addressing competitive threats
• Prepares formal proposals and presentations, presents to all levels of the organization including executives, leads negotiations, coordinates complex decision-making processes and overcomes objectives to closure in a professional and effective manner
• Responsible for significant key partner relationship management and development. Facilitate executive-level relationships between the customer, F5 and its partners
• Must understand customers’ business needs and communicate how F5’s technical solutions will address those needs
• Research and develop lists of potential customers within an organization; regularly follow-up on leads and developing leads, and act to close deals
• Determine market strategies and goals for each product and service; mapping to the strategies, goals and objectives of named accounts
• Assume a leadership role in coordinating account strategy and tactics for sales support team (inside sales, systems engineering, sales 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 is utilized appropriately and maintained on a regular basis
• Develop and maintain detailed account profiles including organizational charts for all accounts to be reviewed by management on a quarterly basis

Preferred Qualifications

• BA/BS degree preferred