People Matter

Major Account Manager, Distributed Cloud



Sales & Business Development
Madrid, Spain
Posted on Tuesday, December 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.

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 SAAS and Managed Services 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 specialist, 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 and managed services platform, leveraging all technologies in the F5 suite. You will work with customers on their cutting-edge technology projects adopting multi-cloud, deploying Kubernetes, edge compute, IOT and more!

Responsibilities include:

  • 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 SaaS and Managed Services.

  • 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 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.

  • Working as part of the virtual team, learning from the different regions’ experience, and sharing best practices.

  • Collaborate with the marketing department and develop focused campaigns and initiatives to develop the best go to market.

Basic qualifications

  • Multiple years’ experience and strong record with a significant portion in IaaS, PaaS or SaaS related new business sales or business development.

  • Hunter mindset.

  • BA/BSc degree or equivalent experience.

  • Sales excellence skills and processes including pipeline management and forecasting.

  • Expertise in a proven sales methodology – e.g. MEDDICC, SPIN, Challenger, Richardson Agile Sprint.

  • 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 local language as this role supports our local customers.

  • Responsible for upholding F5’s Business Code of Ethics and for promptly reporting violations of the Code or other company policies.

Preferred qualifications and experience

  • Proven experience and success defining strategies to exceed cloud services adoption and revenue targets.

  • Proven ability to be able to deal with ambiguity and have a start-up mentality to resolving issues.

  • Engagement with senior decision makers up to the C-level to articulate business goals and benefits.

  • Proven efficiency working across multiple business units to achieve results.

  • Track record of external communications e.g., conferences, meet-ups, online and social-media.

  • Multiple language skills.

F5 is an equal opportunity employer and welcomes diversity in the workplace.


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