Director, Sales

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.

Our Employees

Are valued and empowered, collaborative and team oriented, innovative in their approach and passionate about their work. They are reliable, trustworthy and open with a high level of integrity. They value diversity, are inclusive and are committed to a global mindset.

Position Summary
The Director/Manager, Sales oversees sales directly to end-users of the organization's products or services in Germany. Manages a team of Account Managers located in Germany and works together with management team in Central and East Europe. Develops account plans with the account managers and participates in strategic and tactical planning. Using MEDDPICC will be a crucial and strategic sales motion. The role will drive with the team existing sales on all legagcy products but will drive also the sales team into new directions of solutions and architectures as ADSP, AI and SaaS solutions. Broad responsibility and significant operational latitude.

Responsibilities

• Responsible for upholding F5’s Business Code of Ethics and for promptly reporting violations of the Code or other company policies.
• Management duties include the supervision of exempt and/or nonexempt level staff. This includes but is not limited to, conducting performance evaluations, approving paid time-off (PTO), assigning or delegating work, providing on-the-job training, giving guidance to staff, conducting performance improvement plans, taking disciplinary action, and interviewing candidates for open positions.
• Supervises and manages a major part of F5’s sales activities
• Develops sales strategies and forecasts sales volumes for the district
• Develops and cultivates relationships with key enterprise customers, channel partners and other industry leaders, monitoring all metrics and assuring the team meets both sales and key selling objectives.
• Engages in key customer and channel opportunities and assists with the sales cycle in support of the region’s sales strategy.
• Collect and document the market data and learnigs to leverage this experience to identify the best setup for pipe and revenue generation
• Account segmentation for future success with the right focus
• Responsible for an annual revenue target.
• Responsible for sales goals/quotas, budgets, and account management within Germany.
• Responsible for developing and implementing sales strategies, making sales presentations and coordinating services needs within the Germany.
• Responsible for accurate and timely reporting of sales in accordance with company policy.
• Leverage MEDDPICC framework for all sales related discussions
• Perform other related Got to market (GTM) duties under taken into account EMEA GTM plan and adjust it for the district or as assigned.

Qualifications

• Quota-driven sales experience in the technology industry, preferably in high price-point hardware and software for network and/or security infrastructure applications.
• Extensive previous management experience, managing a remote field sales team.
• Willingness and experience running a highly cadenced sales execution motion, including driving pipeline management, lead generation, and weekly forecasting through tools such as Salesforce, and Clari.
• Experience in driving weekly forecast and real-time monitoring of key SW performance metrics.
• BA degree in related field or relevant experience (i.e. business, marketing or sales).
• Successful prior sales management experience in both two-tiered and direct channel resale models.
• Demonstrated knowledge of internetworking infrastructure, Cyber security technologies.
• Knowledge & Experience of SaaS-based value selling / positioning in a networking and/or security context.
• Proven cross-functional relationships skills ranging across clients, partners, and internal teams.
• Strong ability in collaboration and integrating of individuals into a team
• Ability to develop and maintain CxO relationships.
• Must have strong interpersonal and presentation skills and be able to articulate complex technology simply.
• Strong leadership skills - able to motivate and guide sales team members to achieve and exceed stretch quota goals while building a cohesive team.
• Must be self-motivated and able to excel with little supervision
• Open mindset and creative & forward thinking for stratigic development of the district and team
• Strong resilience and flexibility in critical situations
• Proactive and clear communications
• Adaptibility on fast changing conditions with structure and execution
• Willingness and ability to travel is required.
• Fluent in German & English fluency
• The location of this role is Germany

Physical Demands and Work Environment
Duties are performed in a normal office environment while 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 may require the ability to travel via automobile or airplane, approximately 50% of the time spent traveling.

F5 Networks is an equal opportunity employer and strongly supports 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 @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.