Territory Account Manager Bangalore Location: Bengaluru, India
The Role Own revenue growth across Bangalore's named accounts ( Enterprise / Mid-market/ Commercial customers ) by increasing wallet share, expanding F5s footprint, driving customer adoption and maximising long-term account value through strategic account management and partner collaboration.
Key Responsibilities Named Account Growth:
Increase wallet share across assigned accounts through deeper penetration, cross-sell and upsell.Strategic Account Planning:
Develop and execute account plans with clear growth priorities, revenue targets and measurable outcomes.Installed-Base Expansion Retention:
Expand existing deployments, drive customer adoption, protect renewals and displace competitive solutions.CXO Stakeholder Engagement:
Build executive sponsorship and deepen relationships across business units, buying centres and decision-makers in the Named accounts.Pipeline Revenue Ownership:
Build qualified expansion pipeline and deliver account revenue growth and assigned sales targets.Solution Demand Development:
Position F5s application delivery, application security, API Security, AI Security and hybrid multicloud solutions against customer priorities and emerging use cases.Partner Cross-Functional Collaboration:
Mobilize channel account managers, Systems Engineers, specialists and channel partners to uncover opportunities, collaborate and accelerate account growth.Deal Execution Commercial Negotiation:
Lead opportunities end-to-end, from discovery and solution alignment to negotiation and closure.Forecast Account Governance:
Maintain accurate SFDC records, reliable forecasts and disciplined opportunity progression using MEDDPICC.
Required Qualifications - 710 years of enterprise technology sales experience, with a proven track record in strategic account management and revenue growth, particularly selling SaaS, cybersecurity, networking, application security, API security, AI security or multi cloud technologies.
- GCC Account Expertise: Demonstrated ability to engage and grow relationships within Global Capability Centres (GCCs), including technology, cybersecurity, AI, infrastructure and business leadership, collaborating across Multiple Geographies.
- Account Growth Farming: Proven success in increasing wallet share, expanding installed-base revenue, identifying whitespace and driving cross-sell and upsell within named accounts.
- Executive Relationship Building: Established ability to build trusted relationships with CXOs, CIOs, CISOs, CTOs and senior /executive leaders, including alignment with global decision-makers, budget owners across GCCs, IT - ITeS, BFSI, Conglomerates, Engineering / Industrial Automation, Retail / eCommerce / FMCG, Healthcare / Pharma / Lifesciences, Automotive Industrial Manufacturing, Semiconductor, logistics / transportation.
- Solution Selling: Strong understanding of enterprise networking, cybersecurity, application delivery, API security, AI Security, cloud or hybrid multicloud technologies.
- Account Planning Forecasting: Proficiency in strategic account planning, Salesforce (SFDC), pipeline management, forecasting and MEDDPICC-based opportunity qualification.
- Ecosystem Collaboration: Experience working with channel partners, system integrators and cross-functional technical teams to drive account expansion.
- Communication Influence: Excellent communication, consultative selling and stakeholder management skills;
- Professional fluency in English
Preferred Existing relationships within Bangalores GCC ecosystem, particularly across GCCs and large multinational enterprises.
Experience selling F5 or competing application delivery, application security, API security, AI Security and hybrid multicloud solutions.
Deep understanding of GCC technology mandates, global procurement structures, the influence of India-based teams on global technology decisions and experience of Multinational account engagements.
MBA or equivalent business qualification is an advantage.
Success Measures - Total Revenue Recurring Revenue Growth
- Account Expansion Portfolio Penetration
- AI Security Growth
- Pipeline, Conversion Competitive Wins
- Customer Retention Executive Engagement
- Partner-influenced business growth
- Execution Discipline: forecast accuracy, SFDC hygiene and disciplined MEDDPICC-based opportunity progression.
