Territory Account Manager

At F5, we strive to bring a better digital world to life. Our teams empower organizations across the globe to create, secure, and run applications that enhance how we experience our evolving digital world. We are passionate about cybersecurity, from protecting consumers from fraud to enabling companies to focus on innovation.

Everything we do centers around people. That means we obsess over how to make the lives of our customers, and their customers, better. And it means we prioritize a diverse F5 community where each individual can thrive.

Our Employees
Are valued and empowered, collaborative and team oriented, innovative in their approach and passionate about their work. They are reliable, trustworthy and open with a high level of integrity. They value diversity, are inclusive and are committed to a global mindset.

Position Summary
Highly motivated, results-driven sales professional with a strong hunting mindset, responsible for achieving assigned sales quotas and goals by balancing net-new customer acquisition with the expansion of existing accounts across Italy. All sales are made through channel partners. Because the regional partner ecosystem is evolving, this role requires a proactive leader who will actively collaborate with, enable, and develop Channel Partner Account Executives—driving lead generation, joint account planning, and partner engagement from the ground up. Must possess the competitive drive and technical acumen to influence customers, displace competitors, and apply F5’s solutions to generate consistent revenue streams. This is an individual contributor role and is a quota-carrying position.

Responsibilities
• Proactively develop, enable, and leverage the channel ecosystem. Actively collaborate with and mentor developing channel partners to drive engagement, joint account planning, and lead generation; build strong alignment to ensure partners can effectively communicate and demonstrate F5 solutions. This involves training partners on the F5 story and developing and delivering sales presentations to close business in a professional and effective manner, including developing technical presentations and workshops.
• Maintain up-to-date knowledge of industry trends, technical developments and government regulations that effect target markets
• Understand organization’s business needs, develop application of products and services and effectively communicate F5’s technical value added solutions to meet those needs. This includes balancing territory growth by relentlessly hunting for net-new customers while systematically expanding existing accounts; identifying and qualifying business opportunities, making regular sales calls to develop relationships and following-up on sales leads
• Prepare formal proposals and present to all levels of the organization including executive level
• Lead negotiations, coordinate complex decision making process, overcome obstacles to closure and close sales in a professional and effective manner
• Assume a leadership role in coordinating territory strategy and tactics for sales support team (inside sales, systems engineering, channel manager) to maximize market penetration
• Assume full responsibility for accurate sales forecasting by demonstrating in-depth knowledge of sales cycles from initial contact through the procurement process and ensure SalesForce is utilized appropriately and maintained on a regular basis
• Create and update annual account plans, determine market development strategies and goals for each product and service
• Responsible for territory planning through research, development and maintenance of long and short range sales and marketing plans tailored for both new logo acquisition and account retention
• 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 for large accounts in territory, to be reviewed by management on a quarterly basis
• Provide regular updates to manager concerning account issues, financial status, pipeline health, etc.
• Meet or exceed sales quotas and revenue goals
• Develop and maintain communications in a cooperative and professional manner with all levels of staff and customers
• Champions significant projects, programs and business initiatives using demonstrated creativity, initiative, and a highly proactive approach
• Influence at senior levels within account e.g. Senior Executive/Board/Chair
• Perform other related duties as assigned

Qualifications
• A number of years of direct work experience in a relevant technology sales environment, with a proven track record of balancing net-new business hunting with account expansion
• Bachelors degree preferred or relevant work experience
• Requires specialized knowledge in Security, Cloud and Networking Solutions, preferably those of F5
• Experience with Internet related software or systems
• Exceptional negotiation and closing skills, with a demonstrated ability to independently drive the sales cycle and motivate channel partners
• First class solution selling and presentation abilities
• Excellent client interfacing, customer-focused, and highly persistent pipeline-generation approach
• Ability to provide and work from a home office located within the territory
• Native or fluent Italian language skills are mandatory; professional English language skills are required (intermediate level is the bare minimum)
Physical Demands and 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 travel up extensively via automobile and airplane, and may require being on call periodically and working outside normal working hours (evenings and weekends)

The annual on target earnings (OTE) range for this role will be EUR 132,800.00 - 199,200.00 EUR Annual. In addition to base salary, this role is also eligible to participate in F5’s commission plan. This role will be subject to a split (60:40), and subject to the terms of the applicable commission plan.

The Job Description is intended to be a general representation of the responsibilities and requirements of the job. However, the description may not be all-inclusive, and responsibilities and requirements are subject to change.

Please note that 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).

Equal Employment Opportunity

It is the policy of F5 to provide 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. This policy applies to all aspects of employment, including, but not limited to, hiring, job assignment, compensation, promotion, benefits, training, discipline, and termination. F5 offers a variety of reasonable accommodations for candidates. Requesting an accommodation is completely voluntary. F5 will assess the need for accommodations in the application process separately from those that may be needed to perform the job. Request by contacting accommodations@f5.com.