Sr Account Executive - DISA

Strategic Sales PositionThis is a strategic sales position requiring an in-depth knowledge of how technology is used to meet DISA's mission goals and overcome business challenges. Position requires strategic thinking/planning and communication with tactical execution of identified business opportunities. Responsible for managing all facets of the relationship with DISA and their mission partners while ensuring revenue goals are being met. Maintains contact at relevant levels in the accounts focusing on strategic nature of the relationship. Must be able to build and maintain relationships while effectively communicating engagement strategies to the customer and with F5 leaders. Develops opportunities leveraging all of F5's consumption models (Hardware, BYOL, ELA, Subscription) across the F5 solution portfolio. Effectively selling solutions and services using technical, organizational and customer knowledge to influence and build trusting relationships. Able to partner effectively, and tactically, with Systems Integrators, large Service Providers and regional VARs based on need or required value. This is an individual contributor position that will operate as part of a team to satisfy an annual quota.Primary 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 relationshipSells the organization's products or services to and maintains relationships with existing national named accounts. Responsible for growing 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 threatsPrepares 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, and closes sales in a professional and effective mannerResponsible for significant key partner relationship management and development. Facilitate executive-level relationships between the customer, F5 and its partners including; facilitating communication on strategic and tactical issues and maintaining continuityMaintain up-to-date knowledge of industry trends, technical developments and government regulations that effect target marketsUnderstand organization's business needs, develop application of products and services and communicate how F5's technical value added solutions will address those needsResearch and develop lists of potential customers within an organization; regularly follow-up on leads and developing leads, and act to close dealsDetermine market strategies and goals for each product and service; understanding the strategies, goals and objectives of named accountsAssume 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 basisDevelop and maintain detailed account profiles including organizational charts for all accounts to be reviewed by management on a quarterly basisDevelops strategy for sustained management and success of business and coordinates resources to ensure goals are metPartner with internal and external teams and channels to develop creative technical solutions to maximize F5s footprint and Customer dependent in accountResponsible for upholding F5's Business Code of Ethics and for promptly reporting violations of the Code or other company policiesPerform other related duties as assignedDuties require the ability to travel up to 50%Knowledge, Skills and Abilities:Strong negotiation and closing skillsStrong solution selling and presentation abilitiesAdvanced client interfacing and customer-focused approachStrong Influencing skillsDemonstrated selling skills in a complex matrix environmentDemonstrates effective use of internal relationships and resourcesStrong ability to effectively manage time and prioritize workload, develop and manage pipeline and forecastingAbility to provide and work from a home office located within the territoryRequires specialized knowledge in networking products, preferably those of F5Experience with Internet related software or systemsQualifications:5+ years of direct work experience in a relevant environmentBA/BS degree or equivalent experienceTop Secret Security (TS) clearance and the relationships to maintain them are preferred