Strategic Federal Account Manager

4 weeks ago

Tampa, Florida, United States F5 Full time
Job Summary

We are seeking a highly skilled and experienced Federal Account Manager to join our team at F5. This is a strategic sales position that demands a deep understanding of how technology can enable business objectives or address critical challenges in federal organizations.

The successful candidate will be responsible for managing all aspects of relationships with named or key federal accounts, ensuring revenue targets are achieved. This includes developing opportunities across the F5 product portfolio, building trust-based relationships, and collaborating with systems integrators, large service providers, and regional value-added resellers (VARs).

Key Responsibilities:

  • Serve as the primary point of contact for major federal accounts, maintaining relationships at a high, executive level.
  • Sell F5's products and services to existing federal accounts, with a focus on expanding and retaining these accounts while ensuring ongoing customer satisfaction.
  • Proactively identify and qualify long-term and short-term business opportunities, while addressing competitive threats within the federal space.
  • Prepare formal proposals and presentations, present to all levels of the organization, lead negotiations, coordinate complex decision-making processes, and close sales in a professional manner.
  • Manage and develop significant partner relationships, facilitating executive-level communication between the customer, F5, and its partners on strategic and tactical issues.
  • Stay informed of industry trends, technical developments, and government regulations impacting the federal market.
  • Understand the business needs of federal organizations, develop applications for F5 products and services, and communicate how F5's solutions will address those needs.
  • Research and develop lists of potential customers within federal agencies, follow up on leads, and act to close deals.
  • Establish market strategies and goals for each product and service, ensuring alignment with the strategies, goals, and objectives of named federal accounts.
  • Lead account strategy and tactical coordination for sales support teams (inside sales, systems engineering, sales management).
  • Take full responsibility for accurate sales forecasting, demonstrating an in-depth understanding of the sales cycle from initial contact through the procurement process.
  • Ensure Salesforce is properly utilized and maintained.
  • Develop and maintain detailed account profiles, including organizational charts, for all accounts, and review them quarterly with management.
  • Develop strategies for the sustained management and success of the business, ensuring resources are effectively coordinated to meet goals.
  • Collaborate with internal and external teams and channels to create innovative technical solutions, maximizing F5's footprint in federal accounts.
  • Ensure compliance with F5's Business Code of Ethics and promptly report any violations of company policies.

Requirements:

  • Active Top Secret SCI clearance is required.
  • 8+ years of direct work experience in sales, preferably within the federal sector.
  • BA/BS degree preferred.
  • Extensive knowledge of federal procurement processes and regulations is highly desirable.

This role offers the chance to shape and influence the technology landscape for the federal government while driving meaningful business outcomes.

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