Major Account Manager - BFSI
Volterra
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.
また、F5はロードバランサソリューションの提供だけではなく、積極的な買収戦略により、アプリケーションを配信するコンテナ基盤とセキュリティソリューションを包括的に提供できるポートフォリオを揃えました。
オープンソースのWebサーバーNGINXやAIサイバーセキュリティのユニコーン企業Shape Security、分散コンテナEdgeプラットフォームを提供するVolterra、APIセキュリティのユニコーン企業Wibなど、買収によって最新テクノロジーをＦ５ソリューションに組み込んできました。
この度、さらなるビジネス拡大のため、大手金融機関担当営業を募集します。
金融機関では、Fintech、Open Banking、BaaS（Banking as Service）といった新しいビジネスの展開のため、業種の垣根を超えたビジネス連携が必要になっています。それに伴い、APIを中心とした新しいテクノロジーの採用が活発になっています。F5は金融機関のアプリケーションやAPI向けに、ネットワークからセキュリティまでを一貫して提供するポートフォリオを備えており、数多くのお客様にご採用いただいております。
お客様のビジネスやテクノロジーへの好奇心や、お客様の為に何ができるかを考えぬく顧客志向を持ち、営業として成功したいという意欲のある方を募集します。
職務内容
- 担当するアカウントの中長期のビジネス環境や業界動向を理解し、お客様のビジネス成長に貢献する為の提案活動を行う
- 大手金融機関のCxOレベルを含むお客様との戦略的パートナーシップを築き、信頼関係を構築する
- 案件管理と正確な売り上げ予測を通じて、四半期毎の営業目標を達成または超過する
- 既存顧客に対する深耕営業に加えて、潜在顧客に対する新規開拓を行い、パイプラインを創出する
- システムエンジニア、コンサル、サポート等の社内関係者及びパートナー様企業と連携し、案件獲得に向けたリーダーシップを図る
募集要項
- 5年以上の大手金融機関向けの営業経験
- ネットワーク、セキュリティ商材のIT知識及び提案経験
- 英語の読み書きに抵抗のない方
- 学士または同等の資格
Role Overview:
This is a strategic sales position requiring an in-depth knowledge of how technology is used to enable business goals or overcome business challenges. Position requires strategic thinking/planning coupled with tactical execution of identified business opportunities. Responsible for managing all facets of the relationship with named or large key accounts (of significant strategic importance to the organization) while ensuring revenue goals are being met.
Maintain contact at relevant levels in the accounts focusing on strategic nature of the relationship. Must be able to build and maintain relationships effectively and communicate at all levels. Develop opportunities across the F5 solution portfolio while effectively selling solutions and services using technical, organizational and customer knowledge to influence and build trusting relationships.
Able to partner effectively, and tactically, with Systems Integrators, large Service Providers and regional VARs based on need or required value. This is typically an individual contributor role. This is a quota carrying role.
What you will do:
- Primary point-of-contact for major account/(s) regardless of account’s geographic location. Maintain contact with account at a high, executive level, focusing on the strategic nature of the relationship
- Sell the organization’s products or services to and maintain relationships with existing national named accounts. Responsible for expanding and retaining named accounts while ensuring ongoing customer service.
- Responsible for identifying and qualifying long-term and short-term business opportunities and pro-actively identifying and addressing competitive threats
- Prepare formal proposals and presentations, presents to all levels of the organization including executives, lead negotiations, coordinate complex decision making processes and overcome objectives to closure, and close sales in a professional and effective manner
- Responsible for significant key partner relationship management and development. Facilitate executive-level relationships between the customer, F5 and its partners including; facilitating communication on strategic and tactical issues and maintaining continuity
- Maintain up-to-date knowledge of industry trends, technical developments and government regulations that effect target markets
- Must understand organization’s business needs, develop application of products and services and communicate how F5’s technical value added solutions will address those needs
- Research and develop lists of potential customers within an organization; regularly follow-up on leads and developing leads, and act to close deals
- Determine market strategies and goals for each product and service; understanding the strategies, goals and objectives of named accounts
- Assume a leadership role in coordinating account strategy and tactics for sales support team (inside sales, systems engineering, sales management)
- 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 including organizational charts for all accounts to be reviewed by management on a quarterly basis
- Develop strategy for sustained management and success of business and coordinates resources to ensure goals are met
- Provide regular updates to senior sales and operations staff concerning account issues, financial status
- Meet and exceed sales quotas and revenue goals
- Displace competition
- Support in-country account teams to win business in local Operating Companies
- Partner with internal and external teams and channels to develop innovative technical solutions to maximize F5´s footprint and Customer dependant in account
- Support the APAC management team in special projects and strategic planning.
- Perform other related duties as assigned.
What you will bring:
- Bachelor degree or higher in business administration engineering, or equivalent work experience.
- At least 5 years of direct sales experience with large financial institutions.
- 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.
What you will get:
- Hybrid working mode
- Career growth and development opportunities
- Recognitions and Rewards
- Employee Assistance Program
- Competitive pay and comprehensive benefits
- Culture of Giving Back
- Dynamic Diversity & Inclusion Interest Groups
Apply if you believe your own unique capabilities can contribute to the success of this role and our organization!
#LI-YO
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.