Solutions Engineer Major Accounts

Job Description

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.

The Solutions Engineer - Major Accounts (SE) is a sales and technical role, part of a sales team, working with F5 end-user customers and partners. The high-level objective is, together with a Major Accounts Manager, achieve the allocated sales target by selling F5's solutions to a pre-defined, limited number, set of end-user accounts.

Critical to the success in this objective is the SE's ability to work with end-users to drive F5 solution sales, doing demonstrations, Proof of Concept tests (hands-on) that allow successful implementation of F5 technologies at those selected accounts. The SE primary responsibility is to develop and deliver her/his sales team's technical strategy, ensuring that the best matching and business effective F5 solutions are driven to her/his customers.

In customer engagements, the F5 SE should always engage her/his customers with a Consultative Sales approach. This approach requires that the SE works to proactively learn and fully understand existing business and technical solutions to be able to identify the customer's key "pain points", their business and technical challenges, and the gains achieved by implementing a F5 solution.

The SE should be able to discuss both technical and business benefits and not just technical features, establishing a value relationship so she/he becomes a trusted advisor to her/his customers. Teamwork is key to success, hence the SE should jointly, together with her/his team's F5 salesperson, fully understand and drive the sales process, which should include identifying the Technical Decision Maker (TDM) and getting technical validation, support, and sponsorship from the TDM.

And, as we always sell through our channel partners, the proposed solutions should be jointly defined with the partner sales team's close participation so that together we can create business value propositions which address and solve real customer's needs.

Responsibilities

• Understand the customer's needs and objectives, and then design a technical solution which can create a new customer service or solve customer business problems
• As a trusted advisor, provide Technical expertise through sales presentations, Solution designs, Solution demonstrations, Proof of Concept tests
• Design differentiating solutions and articulate business value of F5 Solutions
• Provide solution designs and suggest technical configurations
• Develop and maintain a high level of technical knowledge of F5, the relevant industry and Sales aptitude
• Participate in the development and support of content (presentations, VP's, use cases...) for customers and partners
• Foster a collaborative, team-based environment, sharing best practices and success and building lasting relationships
• Maintain knowledge of competitive landscape and share knowledge
• Actively utilize SE tools: , Sharepoint, LearnF5, MS Teams, email groups, and other SE Readiness programs
• Understand and effectively utilize F5 organizational resources
• Effectively negotiate and pursue conflict resolution
• Uphold F5's Business Code of Ethics; promptly reporting violations of the Code or other company policies

Customer Sales Activities

• Articulate the F5 Sales Strategy, Messaging and Positioning of F5 solutions and their value proposition to address customer business outcomes
• Proactively develop relationships with technical teams in her/his accounts, complementing the efforts of her/his team's account manager
• Identify, qualify and drive opportunities from the technical perspective
• Help determine viability of opportunity and map out political structure
• Deliver sales pitch/whiteboards at technical and CxO level

Post-Sales Activities

• Understand and follow F5's support case escalation process
• Partner with the F5 Technical Support, guiding customers and partners on how they can more quickly resolve their cases
• Always keep a "Customer Obsession" mentality and attitude

Channel Partner Support Activities

• Develop and maintain trusted advisor relationships with partner technical and sales staff
• Provide channel partners technical expertise and oversight as required
• Advise partner helping them to be successful during sales, technical, and post-sales activities

Knowledge, Skills and Abilities

• Expert written and oral communication skills in her/his native language and in English
• Expert presentation skills
• Demonstrate expert knowledge of:
  • Industry and F5 Networks-targeted technologies (Security, Cloud, Modern Apps)
  • Network & Multi-Cloud Design
  • Networking technologies (switching & routing), SNMP, and syslog
  • Identity Management and Federation technologies (AD, Radius, TACACS+, LDAP, SAML, OAuth)
  • Network Security (Firewall, IDS/IPS, Access Control)
  • Application and API Security (WAF)
  • DNS, SSL & TLS, TCP/IP
• Demonstrate knowledge in:
  • Configuration and troubleshooting of servers
  • Network and Server Virtualization Technologies
  • Active Directory & Domain Design
  • Programming/scripting languages such as Python, TCL, Java, Perl, C/C++, etc.
  • Automation and Orchestration tools, such as Chef, Ansible, Puppet, Terraform, etc.
  • AWS, Azure & Google Cloud Platforms
• 5+ years related industry experience
• 3+ years pre-sales experience, working with channels partners
• BS/BA or equivalent work experience

F5 maintains broad salary ranges for its roles in order to account for variations in knowledge, skills, experience, geographic locations, and market conditions, as well as to reflect F5's differing products, industries, and lines of business. The pay range referenced is as of the time of the job posting and is subject to change. You may also be offered incentive compensation, bonus, restricted stock units, and benefits. More details about F5's benefits can be found at the following link: F5 reserves the right to change or terminate any benefit plan without notice.

Please note that F5 only contacts candidates through F5 email address (ending with ) or auto email notification from Workday (ending with or ) 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 F5

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