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.

F5のDigital Territory Account Managerは、大手企業から中小企業までを網羅し、営業目標の達成とそれに向けた戦略的営業活動に従事いただきます。新規開拓および既存深耕を通じて、担当テリトリーのオーナーとして、お客様の課題に最適なF5の製品およびサービスをご提案いただきます。

広域なテリトリーをご担当いただく為、直販営業としての活動と併せて、パートナー様との協業を通じた間接営業を実施し、戦略的なテリトリープランの策定及び営業活動を実施いただきます。

業務内容

• 顧客の中長期のビジネスを見据えたテリトリープランを策定し、案件を発掘及び醸成する。
• 顧客との関係構築およびパートナー様との協業を通じて、テリトリープランを作成および実行する。また、パートナー様からの案件アシスト、パートナー様向けの技術的支援やソリューションのトレーニングを行う。
• 担当する市場における業界のトレンドや新しい技術、法的規制など最新の情報を常に収集する。
• 顧客のビジネス上の課題を理解し、プレゼンテーションやワークショップを通じて、顧客ニーズを満たす為のF5のソリューションの価値を伝える。見込み客のリサーチを行い、ビジネスニーズを発掘し、定期的な営業訪問を通じて関係構築を図る。
• CXOレベルを含む様々な階層に向けた提案活動を行う。
• 交渉や複雑な意思決定プロセスを調整し、受注を阻害する要因を排除し、案件を獲得する。
• 担当テリトリーにおける営業戦略を実行する為、内勤営業、システムエンジニア、パートナー営業、マーケティング等の社内関係者で形成するバーチャルチームをリードする。
• 初回連絡から案件受注までの一連の営業活動を理解し、SFDC等の営業ツールにおける正確な売上予測および管理において責任を持ち、正しい情報入力をする。
• 年次でテリトリープランを策定し、それぞれの製品およびサービスの販売目標を決定する。
• 四半期ごとの営業目標を達成する。
   

募集要項

• 学士またはそれと同等の学歴
• IT業界における5年以上の営業経験
• 優れたコミュニケーションスキル、自己開発や学習に対する向上心
   

Highly motivated self-starter responsible for achieving assigned sales quotas and goals and for the overall sales strategies and results of a major geographic/continental area, region, or country. All sales are made through channel partners. Leverage and partner with Channel Partner Account Executives on lead generation, account planning and new account development and/or expanding existing accounts.

Must effectively sell F5’s products and services using technical, organizational and customer knowledge to influence customers and assist them in applying the products/services to their needs resulting in revenue generation. This is typically an individual contributor role. This is a quota carrying role.
 

Responsibilities

• Responsible for upholding F5’s Business Code of Ethics and for promptly reporting violations of the Code or other company policies.
• Responsible for identifying and qualifying long-term and short-term business opportunities and pro-actively identifying and addressing competitive threats.
• Develop relationships and leverage channel. Including account planning and lead generation with channel partners; building relationships and developing opportunities with channel partners by effectively communicating and demonstrating F5 solutions.  This also involves training channel partners on the F5 story and technical solutions  and developing a territory plan focused on channel leverage
• Develop and deliver sales presentations and close sales 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. Including: researching and developing lists of potential customers; 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, Marketing)
• 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 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
• 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, 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
• Support the APAC management team in special projects and strategic planning.
• Perform other related duties as assigned.
   

Language Requirements

• Must be able to read, write and speak English fluently.
• Must also be fluent in local language as this role supports our local customers.
• Multiple language skills are a plus.
   

Qualifications

• Bachelor degree or higher in business administration or engineering, or equivalent work experience. 
• At least 4 years of direct work experience in a relevant environment.
• 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.
• Be a skilled communicator both verbally and in writing. Must be fluent in Japanese

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 utilize a computer, communicate over the telephone, and read printed material
• Duties may require being on call periodically and working outside normal working hours (evenings and weekends)
• Duties require the ability to travel up to 50% via automobile and airplane, and may require being on call periodically and working outside normal working hours (evenings and weekends)

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.