Major Account Manager - Financial Services

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. Job Title: Major Account Manager - Financial Services Location: Preferably based in the Reston, VA area (remote with travel as needed) Job Description: This is a strategic sales position focused on driving technology solutions for major financial services accounts. The role requires deep knowledge of how technology enables business goals and addresses challenges specific to the financial services industry, such as regulatory compliance, data security, and digital transformation. The Major Account Manager will combine strategic planning with tactical execution to develop and close business opportunities. Responsible for managing all aspects of relationships with large, strategically significant accounts, the role ensures revenue goals are met while fostering trusted, long-term partnerships. Maintains high-level executive engagement, focusing on both strategic and tactical aspects of the relationship. Leverages F5’s solution portfolio to deliver tailored solutions, partnering effectively with Systems Integrators, Service Providers, and regional VARs. This is an individual contributor, quota-carrying role requiring a customer-centric approach and expertise in financial services. Primary Responsibilities: • Serve as the primary point-of-contact for major financial services accounts, maintaining high-level executive relationships regardless of geographic location, with a focus on strategic alignment. • Drive sales of F5’s products and services to existing named accounts in the financial services sector, expanding and retaining these accounts while ensuring exceptional customer service. • Identify, qualify, and pursue both short- and long-term business opportunities, proactively addressing competitive threats in the financial services market. • Develop and present formal proposals and presentations tailored to financial services clients, addressing needs such as secure application delivery, fraud prevention, and compliance. Lead negotiations, coordinate complex decision-making processes, and overcome objections to close deals effectively. • Manage and develop key partner relationships, facilitating executive-level collaboration between F5, its partners, and financial services clients. • Understand and articulate how F5’s technical solutions address critical financial services needs, including data protection, application performance, and regulatory requirements. • Research and develop lists of potential stakeholders within target accounts, follow up on leads, and close deals to meet revenue targets. • Define market strategies and goals for F5’s products and services, aligning them with the business objectives of financial services accounts. • Lead account strategy and coordinate with sales support teams (inside sales, systems engineering, sales management) to execute plans effectively. • Ensure accurate sales forecasting by leveraging in-depth knowledge of financial services sales cycles, maintaining up-to-date records in SalesForce. • Develop and maintain detailed account profiles, including organizational charts, for quarterly review by management. • Uphold F5’s Business Code of Ethics, promptly reporting any violations or policy concerns. • Perform other related duties as assigned. Knowledge, Skills, and Abilities: • Deep understanding of the financial services industry, including trends, challenges, and regulatory requirements (e.g., PCI DSS, GDPR, FINRA). • Proficiency in the MEDDPICC sales methodology (Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Implicate the Pain, Champion, Competition) to qualify opportunities and drive complex sales cycles in financial services accounts. • Proven ability to sell complex technology solutions to financial services clients, with a focus on application security, cloud adoption, and digital transformation. • Strong negotiation, closing, and presentation skills tailored to C-level executives in banking, payments, or investment firms. • Advanced client-facing skills with a consultative, customer-focused approach to building trusted relationships. • Demonstrated ability to influence stakeholders in a matrixed environment, leveraging internal and external resources effectively. • Exceptional time management, pipeline development, and forecasting skills, with a track record of meeting or exceeding quotas. • Specialized knowledge of networking, application delivery, and security solutions, ideally with F5 products or similar technologies. • Experience with internet-related software or systems, particularly in secure, high-performance environments. • Ability to travel as needed to engage with clients and partners in the financial services sector. • Residency in the Reston, VA area is preferred to facilitate relationship-building with key accounts in the region. Qualifications: • Bachelor’s degree in Business, Technology, or a related field (or equivalent experience). • 12+ years of enterprise sales experience, with a focus on financial services accounts. • Proven track record of managing and growing large, strategic accounts in banking, payments, or related industries. • Experience working with Systems Integrators, Service Providers, or VARs in the financial services ecosystem. • Proficiency with CRM tools like SalesForce for pipeline management and forecasting. 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. The annual base pay for this position is: $139,200.00 - $208,800.00 F5 maintains broad salary ranges for its roles in order to account for variations in knowledge, skills, experience, geographic locations, and market conditions, as well as to reflect F5’s differing products, industries, and lines of business. The pay range referenced is as of the time of the job posting and is subject to change. You may also be offered incentive compensation, bonus, restricted stock units, and benefits. More details about F5’s benefits can be found at the following link: https://www.f5.com/company/careers/benefits. F5 reserves the right to change or terminate any benefit plan without notice. 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.