Sr TAM - Public Sector & Enterprise

Position Summary:

• This is a strategic sales position requiring an in-depth knowledge of how technology is used to enable business goals or overcome business challenges. Position requires strategic thinking/planning coupled with tactical execution of identified business opportunities. Responsible for managing all facets of the relationship with named or large key accounts (of significant strategic importance to the organization) while ensuring revenue goals are being met.
• Maintain contact at relevant levels in the accounts focusing on strategic nature of the relationship. Must be able to build and maintain relationships effectively and communicate at all levels. Develop opportunities across the F5 solution portfolio while 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 typically an individual contributor role. This is a quota carrying role.

Responsibilities

• Responsible for upholding F5s Business Code of Ethics and for promptly reporting violations of the Code or other company policies.
• Primary point-of-contact for major account/(s) regardless of accounts geographic location. Maintain contact with account at a high, executive level, focusing on the strategic nature of the relationship
• Sell the organizations products or services to and maintain 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
• Prepare formal proposals and presentations, presents to all levels of the organization including executives, lead negotiations, coordinate complex decision making processes and overcome objectives to closure, and close sales 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 including; facilitating communication on strategic and tactical issues and maintaining continuity
• Maintain up-to-date knowledge of industry trends, technical developments and government regulations that effect target markets
• Must understand organizations business needs, develop application of products and services and communicate how F5s technical value added 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; understanding 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
• Develop strategy for sustained management and success of business and coordinates resources to ensure goals are met
• Provide regular updates to senior sales and operations staff concerning account issues, financial status
• Meet and exceed sales quotas and revenue goals
• Displace competition
• Support in-country account teams to win business in local Operating Companies
• Partner with internal and external teams and channels to develop innovative technical solutions to maximize F5s footprint and Customer dependent in account
• Support the APAC management team in special projects and strategic planning.
• Perform other related duties as assigned.

Qualifications

• Bachelor's degree or higher in business administration, engineering, or equivalent work experience.
• At least 10 years of direct work experience in a relevant environment.
• At least 5 years of direct work experience managing public sector enterprises in southern India.
• Should be hands-on and be able to perform the function independently.
• Proven track record in a high growth company of medium size from the information technology/networking industry.
• Must have maturity in building organizational capability and sales growth whilst managing costs.