Account Executive - High Touch (Tokyo)
F5 · Tokyo
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.
会社概要
F5は、アプリケーションの高速化・セキュリティ・可用性を支える最先端の技術を提供し、快適なカスタマーエクスペリエンスの実現を支援しています。データセンターからクラウド、マルチクラウドまで、あらゆるIT環境に対応したソリューションを展開し、企業とユーザーをつなぐデジタルトランスフォーメーションを加速させています。近年の戦略的買収と投資により、SaaSビジネスを加速し、AI時代のハイブリッドかつマルチクラウドインフラを運用する企業にとって、最も包括的なソリューションを提供しています。
募集要項
今回は更なるビジネス拡大に向け、大手企業の戦略アカウントを担当し、ハイタッチ営業を通じてF5製品およびサービスを提案・販売するアカウントマネージャーを募集します。担当顧客との直接的かつ継続的な関係構築を通じて、経営・事業・ITの課題を深く理解し、営業目標の達成に向けた戦略的な営業活動に従事いただきます。
新規顧客の開拓および既存顧客の深耕を通じて、担当アカウントのオーナーとして、お客様の課題に最適なF5の製品およびサービスをご提案いただきます。また、経営層や主要な意思決定者との関係構築を推進するとともに、パートナー様との協業を通じた間接営業も実施し、中長期的なアカウントプランの策定および実行を担っていただきます。
- 大手企業の戦略アカウントを担当し、顧客への直接的なアプローチを通じてF5製品およびサービスの営業活動を行う。
- 顧客の経営層、IT部門、事業部門などの主要なステークホルダーと関係を構築・維持し、信頼されるアドバイザーとして中長期的なパートナーシップを築く。
- 担当顧客を支援するパートナー、リセラー、SI企業との協業関係を構築し、共同で案件の創出および推進を行う。
- 顧客の事業戦略、IT投資計画、組織体制、意思決定プロセスを理解し、戦略的なアカウントプランを策定・実行する。
- 見込み顧客の発掘および管理、案件醸成、受注までの営業活動に責任を持ち、担当アカウントにおける四半期ごとの営業目標を達成する。
- 既存顧客との取引の維持・拡大に向けて、アップセルおよびクロスセルの機会を特定し、継続的な価値提案を行う。
- 担当顧客に関連する業界動向、新しい技術、法的規制、競合状況などの最新情報を常に収集する。
- 顧客の課題を理解し、プレゼンテーションやワークショップを通じて、顧客ニーズを満たすF5ソリューションの価値を伝える。
- アカウント戦略を実行するため、システムエンジニア、パートナー営業、マーケティング等の社内関係者で構成されるバーチャルチームをリードする。
- 初回コンタクトから案件受注までの一連の営業活動を把握し、SFDC等の営業ツールを活用した正確な売上予測および案件管理を行う。
- 顧客の組織図や主要な意思決定者、進行中の案件、成長機会を含むアカウント情報を整備し、定期的に更新・レビューする。
募集要件
- 学士またはそれと同等の学歴・実務経験
- IT業界における7年以上の営業経験
- 大手企業に対するハイタッチ営業、または戦略的なアカウントマネジメントの経験
- 顧客の経営層や主要な意思決定者との関係構築、および複数部門が関与する営業案件の推進経験
- アカウントプランの策定から実行、案件管理、売上予測までを主体的に遂行できる能力
- パートナーや社内の関係部門と連携し、営業目標の達成を推進できる能力
- ネットワークセキュリティ、ウェブアプリケーション、またはSaaSソリューションの提案経験があれば尚可
- 英語力があれば尚可
Role Overview
This is a strategic, high-touch account management position focused on building deep, long-term relationships with named enterprise accounts. The role requires an in-depth understanding of how technology enables business goals and addresses business challenges, combining strategic account planning with hands-on execution.
You will own all facets of the customer relationship, engage directly with executive sponsors and key decision-makers, and coordinate F5 and partner resources to deliver customer value. You will be responsible for acquiring new customers, retaining and expanding existing accounts, and meeting revenue goals through consultative selling and disciplined account management.
What you will do
- Sell F5’s products and services to named enterprise accounts through direct, high-touch engagement, developing long-term relationships and ensuring ongoing customer support.
- Build and maintain relationships with executive sponsors, IT leaders, business stakeholders, and key decision-makers, positioning F5 as a trusted strategic partner.
- Develop and execute account plans aligned with each customer’s business priorities, technology roadmap, investment plans, and procurement processes.
- Identify and qualify short- and long-term business opportunities, including new customer acquisition, upselling, and cross-selling, while proactively addressing competitive threats.
- Retain and expand existing accounts by understanding evolving customer needs and consistently communicating the business value of F5’s solutions.
- Manage and develop key partner relationships, facilitating executive-level engagement between customers, F5, and its partners.
- Lead the coordination of account strategy and sales execution across a virtual team that includes inside sales, systems engineering, partner sales, marketing, and sales management.
- Deliver presentations and facilitate workshops with technical specialists to connect customer challenges with relevant F5 solutions.
- Maintain awareness of industry trends, emerging technologies, regulatory requirements, and competitive developments relevant to assigned accounts.
- Take full responsibility for accurate sales forecasting, demonstrating a thorough understanding of sales cycles from initial engagement through procurement and ensuring Salesforce is regularly and accurately maintained.
- Develop and maintain detailed account profiles, including organizational charts, stakeholder maps, active opportunities, and growth plans, for quarterly management review.
- Meet and exceed sales quotas and revenue goals.
- Perform other related duties as assigned.
What you will bring
- Bachelor’s degree or higher in business administration, engineering, or a related field, or equivalent work experience.
- At least 7 years of direct sales experience in the IT industry, with experience in high-touch enterprise sales or strategic account management.
- Demonstrated ability to build executive-level relationships and navigate complex customer organizations and decision-making processes.
- Proven ability to develop and execute strategic account plans, manage complex sales cycles, and deliver accurate sales forecasts.
- A hands-on, self-directed approach, with the ability to independently manage account responsibilities while leading cross-functional collaboration.
- A proven track record of achieving sales targets and expanding enterprise accounts in a high-growth, medium-sized IT, security, or SaaS company.
- Experience working with partners, resellers, and systems integrators to develop and close opportunities.
- Sound business judgment and the ability to drive sustainable sales growth while managing resources and costs effectively.
- Experience selling network security, web application, or SaaS solutions is preferred.
- English language proficiency is a plus.
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!
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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.
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