Senior Account Executive

The Major Account Manager – SLED role is a strategic sales position focused on driving technology adoption and business transformation across state, local government, and education sectors. This role requires a deep understanding of how technology enables public sector organizations to achieve their missions and overcome operational challenges. It involves strategic planning and tactical execution of business opportunities within named or large key accounts of strategic importance to F5. 

You will manage all facets of the relationship with assigned SLED accounts, maintain contact at relevant levels, and focus on the strategic nature of the relationship. You will build and manage relationships effectively, communicate across all levels, and develop opportunities across the F5 solution portfolio. This includes partnering with Systems Integrators, Service Providers, and regional VARs as needed. This is a quota-carrying, individual contributor role. 

Primary Responsibilities 

• Serve as the primary point-of-contact for major SLED accounts, regardless of geographic location. 
• Maintain high-level executive relationships, focusing on strategic engagement and long-term value. 
• Sell F5’s products and services while growing and retaining named SLED accounts. 
• Identify and qualify long- and short-term business opportunities; proactively address competitive threats. 
• Prepare and deliver formal proposals and presentations to all levels, including executive leadership. 
• Lead negotiations and coordinate complex decision-making processes to close sales effectively.
• Manage key partner relationships and facilitate strategic communication between F5, customers, and partners. 
• Stay current on industry trends, technical developments, and government regulations affecting SLED markets. 
• Understand customer business needs and communicate how F5 solutions address those needs. 
• Research and develop lists of potential SLED customers; follow up on leads and close deals. 
• Define market strategies and goals for each product and service within the SLED vertical. 
• Lead account strategy and coordinate with sales support teams (inside sales, systems engineering, etc.). 
• Ensure accurate sales forecasting and maintain Salesforce data regularly. 
• Maintain detailed account profiles and organizational charts for quarterly review. 
• Develop strategies for sustained account success and coordinate internal resources to meet goals. 
• Collaborate with internal and external teams to develop creative technical solutions for SLED customers. 
• Uphold F5’s Business Code of Ethics and report any violations promptly. 
• Perform other related duties as assigned. 

Knowledge, Skills, and Abilities 

• Strong negotiation, closing, and solution-selling skills. 
• Advanced client interfacing and customer-focused approach. 
• Proven ability to influence and build trust across complex matrix environments. 
• Effective time management, pipeline development, and forecasting capabilities. 
• Ability to work independently from a home office within the assigned territory. 
• Specialized knowledge in networking products, preferably F5 solutions. 
• Experience with internet-related software or systems. 
• Familiarity with procurement processes and sales cycles in the public sector.