People Matter

Major Account Manager - Distributed Cloud Services



Sales & Business Development
Tokyo, Japan
Posted on Saturday, August 5, 2023

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.

Role Overview:

Come work at a place where innovation and teamwork come together to support the most exciting missions in the world!

Enterprises are rapidly adopting and migrating applications to the cloud as part of their IT strategy and F5 is uniquely positioned to help them with migration of existing applications and the creation of new applications built using micro services. F5 is looking for entrepreneurial and customer-focused individuals to grow our new F5 cloud platform based business!

Join our growing team focused on increasing adoption of F5 application services for cloud by engaging with Enterprises adopting SaaS as their primary software consumption model. Do you have the sales, technical background, business development and customer experience to help F5 grow our cloud SaaS business and support our customers in their digital transformation initiatives?

This is a business development role, thinking about the future and designing non-linear models of scaling sales. We develop programmatic initiatives, leveraging cross-functional teams in product management, marketing, channels and sales to drive the growth in the business on top of the quarterly business cycle. In addition, we have a laser-like focus on deal execution, representing breakthrough and franchise opportunities to drive momentum in the business.

Your focus will be on F5’s SaaS platform, leveraging the technology and products from the recent acquisition, as well as F5 core technology and prior acquisitions. You will work with customers on their cutting-edge technology projects adopting multi-cloud, deploying Kubernetes, edge compute, IOT and more!

What you will do:

  • Develop and maintain relationships with the F5 sales teams in your region in order to drive awareness, interest, and opportunities with them and within their accounts.
  • Build relationships with net-new external prospects that represent ground-breaking customers and use-cases.
  • Build and maintain relationships with key ecosystem partners to create awareness and leads e.g., cloud provider solution architects.
  • Develop long-term strategic relationships with key accounts in your region.
  • Work with F5 channel teams and partners to extend reach and drive adoption.
  • Create and articulate compelling value propositions around F5 platform and SaaS.
  • Identify and qualify long-term and short-term business opportunities and pro-actively address competitive threats.
  • Develop programmatic business development initiatives to develop the market, leveraging cross-functional teams.
  • Meet and exceed quarterly and annual sales metrics in your defined region.
  • Provide accurate sales forecasts with knowledge of sales cycles from initial contact through the procurement process, and ensure SalesForce is utilized appropriately and maintained on a regular basis.
  • Develop quotes based on bills of material and manage discount negotiations with sales teams to win deals and maintain profitability goals.
  • Be an advocate and the voice of customers and partners inside F5.
  • Provide relevant, timely and actionable feedback to internal stakeholders.
  • Expect travel with your region and moderate within APAC and global.

What you will bring:

  • 10–15+ years’ experience with a significant portion in IaaS, PaaS or SaaS, related sales or business development.
  • BA/BS degree or equivalent experience.
  • Sales excellence skills and processes including pipeline management and forecasting
  • Excellent written and verbal communication skills, the ability to distil and simplify complex ideas.
  • Understanding of cloud provider technologies and their value proposition.
  • Able to read, write and speak English fluently.
  • Fluent in Japanese as this role supports our local customers.
  • Engagement with senior decision makers up to the C-level to articulate business goals and benefits.

What you will get:


F5では、新しいF5クラウドプラットフォーム:F5 Distributed Cloud Service(F5 DCS)のビジネスを成長させるためのエンタープライズ向けの担当営業を募集しています。

F5 DCSは、アプリケーション配信とセキュリティ技術をSaaSで提供するF5の新しいブランドです。企業がIT戦略の一環としてアプリケーションをクラウドに移行する中、F5は既存のアプリケーション移行だけでなく、マイクロサービスを使用して開発された新しいアプリケーションを支援するための基盤を提供しています。

本ポジションは、エンタープライズのお客様に向けたF5 DCSのビジネス拡大がミッションとなります。



  • 製品担当営業として、アカウント営業チームとの関係構築、協業、案件発掘並びに提供を行う
  • テリトリープラン、パイプライン管理、予測を通じ、四半期ごとの営業目標を達成または超過する
  • 部門横断で関係各所と連携し、市場開拓に向けたビジネス開発を行う
  • エコシステムパートナーやクラウドサービスプロバイダーとの関係構築並び協業を通じて案件創出を行う
  • F5プラットフォームとSaaSの価値を明確化し、顧客や市場に伝える
  • 長期的および短期的なビジネスの戦略と立て、競合排除並びに売り上げ拡大を図る


  • 10年以上のクラウドサービス(IaaSPaaSSaaS)やネットワーキング、セキュリティに関連する営業または事業開発経験と実績
  • 優れたコミュニケーション及びプレゼンテーション能力
  • 組織横断でビジネスをリードする推進力
  • ビジネスレベルの英語力尚可(レポート先マネージャは日本人)
  • CXOレベルに対する提案経験尚可


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 or auto email notification from Yello/Workday (ending with or

Equal Employment Opportunity