You will manage all facets of the relationship with assigned SLED accounts primarily in Northern California, maintain contact at relevant levels, and focus on the strategic nature of the relationship. This Particular role will not cover California State Accounts, but will cover all other Local and Education accounts. 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. 

What will you do?

• 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. 

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. 

Qualifications

• Showcase at least 8+ years of direct major enterprise account management experience in a relevant environment

• Holding a Bachelor’s degree is preferred

• Adept at managing full lifecycle (Cloud, Cybersecurity and application support deployments), supporting cross-functional teams, and optimizing service performance across cloud platforms.

• Demonstrated ability to provide adoption and business transformation across state, local government, and education sectors