Summary Information about the Role and Company Overview

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.

Desired Location(s): NJ strongly preferred, Atlanta and NYC optional. Other areas considered for certain candidates.

The AT&T Major Account Manager role is a strategic sales position within the F5 Service Provider/Telco team requiring an in-depth knowledge of how technology is used to enable business goals or overcome business challenges. This position requires strategic thinking/planning coupled with tactical execution of identified business opportunities within a large service provider. You will be responsible for running all facets of the relationship within your area of AT&T (this role addresses Mobility primarily, with a focus on Security and the 5G core) while ensuring revenue goals are being met. Specific history working with AT&T Mobility core team is expected for consideration in this role. You will maintain contact at relevant levels in the accounts focusing on strategic nature of the relationship. You will build and manage relationships effectively and communicate at all levels. You will develop opportunities across the F5 solution portfolio while effectively selling solutions and services using technical, organizational and customer knowledge to influence and build trusting relationships. You are able to partner effectively, and tactically, with Systems Integrators, large Service Providers and regional VARs based on need or required value. This is typically an individual contributor role within a small team. This is a quota carrying role.

• Primary point-of-contact for major account/(s) regardless of account’s geographic location. Maintains contact with account at a high, executive level, focusing on the strategic nature of the relationship
• Sells the organization’s products or services to and maintains relationships with existing national named accounts. Responsible for rapidly growing and retaining named accounts while ensuring ongoing customer service.
• Responsible for identifying and qualifying long-term and short-term business opportunities and aggressively identifying and addressing competitive threats
• Prepares formal proposals and presentations, presents to all levels of the organization including executives, leads negotiations, coordinates complex decision making processes and overcomes objectives to closure, and closes sales in a professional and effective manner
• Responsible for significant key partner relationship management and development. Facilitate executive-level relationships between the customer, F5 and its partners including; facilitating communication on strategic and tactical issues and maintaining continuity
• Maintain up-to-date knowledge of industry trends, technical developments and government regulations that effect target markets
• Deep understanding of organization’s business needs, develop application of products and services and communicate how our technical solutions will address those needs
• Research and develop lists of potential customers within an organization; regularly follow-up on leads and developing leads, and act to close deals
• Figure out market strategies and goals for each product and service; understanding the strategies, goals and objectives of named accounts
• Assume a leadership role in coordinating account strategy and tactics for sales support team (inside sales, systems engineering, sales management)
• Assume full responsibility for accurate sales forecasting by demonstrating in-depth knowledge of sales cycles from initial contact through the procurement process, ensure SalesForce is utilized appropriately and maintained on a regular basis
• Develop and maintain detailed account profiles including organizational charts for all accounts to be reviewed by management on a quarterly basis
• Develops strategy for sustained management and success of business and coordinates resources to ensure goals are met
• Partner with our internal and external teams and channels to develop creative technical solutions to improve F5’s footprint and Customer dependent in account
• Responsible for upholding F5’s Business Code of Ethics and for promptly reporting violations of the Code or other company policies
• Perform other related duties as assigned

Required Qualifications

• 8+ years of direct work experience in a relevant environment
• Experience working with AT&T

Preferred Qualifications

• BA/BS degree preferred

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: $135,764.00 - $203,646.00

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.

Summary

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.

Company Overview

Federal Certification Analyst, F5

F5 is seeking a Federal Certification Analyst. The right candidate will have experience working with one or more external Federal Certification FIPS (Federal Information Processing Standards) - CC (Common Criteria), DodIN APL (Department of Defense Approved Product List), Consultants, Evaluation Labs, Government Schemas, and Certifying Bodies as well as product development teams.

This role will provide support for series of Federal Certification Compliance Audit and Assessment efforts for FIPS, Common Criteria; DodIN APL, CsFC (Commercial Solutions for Classified), NIAP PCL (National Information Assurance Partnership Products Compliance List), in addition to interfacing with third-party auditors, Agency Sponsors, internal auditors, consultants, advisors and certifying bodies (DISA, and Common Criteria Certifiers). This Analyst will serve as the point of contact for feedback from certifying bodies, ensuring timely feedback and quick remediation of issues wherever possible, and ensuring all stakeholders are kept up to date, including third-party schedules for certification specific milestones and deliverables.

The ideal candidate will have strong experience collaborating with product development teams and work closely with product management, including participation in certification-related meetings. They must have experience supporting third party test efforts remediation by creating JIRA tickets and driving the process to close, ensuring certification specific documentation is complete, including any necessary documentation reviews and providing feedback to necessary parties. Keep all stakeholders in the loop. Responsible for all SOW's (Statement of Work), and government CRADA’s (Cooperative Research and Development Agreement) onsite/offsite testing, testing at DoD facilities, and ordering and shipping equipment for upcoming evaluations and audits.

• Provide Support for Product Management Certifications for Software and Hardware.
• Align with Procurement, Legal and security for third party onboarding activities for new third parties, or updates to current third parties.
• Responsible for balancing third party Evaluation rotation (logically) to avoid single threading and unnecessary bottlenecks with third parties causing unnecessary delays to certification.
• Third Party Gap Analysis Management (Schedule, Transition Official Reports into JIRA tickets).
• Actively participate in all onsite evaluations.
• Responsible for budgeting/ordering/shipping of physical equipment and tools to labs or onsite for timely testing prior to third party testing
• Collaborate closely with PM (Product Management) / PD (Product Development) / Certification Architects across certification efforts.
• Track Certification Specific Status.
• Open initiatives for issues opened by third parties which are gating certification.
• The right candidate will have experience with business finances, such as invoice approval, tracking milestones against payments, and reconciliation.
• Responsibility for maintaining the F5 Certification public-facing dashboard.
• Create DISA Plan of Action and Mitigation (POA&M) Management for DodIN APL, drive third party approval and open Bugs for remediation (JIRA tickets) including Executive Level Docs.
• Manage end to end process for DodIN APL, attending the Initial Contact Meetings, Briefings, and Readouts.
• Manage Product Management Certification Quarterly and Fiscal Budgets.
• Drive 508 / VPAT (Voluntary Product Assessment Template) Compliance efforts for hardware and software to ensure compliance with Federal Law.
• Responsible for identifying, building relationships and onboarding third party Evaluation labs for logical rotation to create options and minimize single threading and unnecessary bottlenecks for evaluations parties causing unnecessary delays to certification.
• Own the Configuration Management of all Certification specific documents ensuring version and level control.
• Create and Monitor JIRA and Confluence trackers and Dashboards Hardware and Software for Certifications.
• Provide Support for documenting quarterly sales results for certifications for Hardware and Software.
• Open JIRA initiatives as required for the support of Federal Certifications
• Manage contracts for third party advisors, consultants, and assessors ensuring business critical documentation is completed in a timely manner.
• Responsible for identifying, building relationships and onboarding third party Evaluation labs for logical rotation to create options and minimize single threading and unnecessary bottlenecks for evaluations parties causing unnecessary delays to certification.
• Manage relationship with the DoDIN APL Consultant, ensuring shipment of appliances for pre-testing and required documentation is provided.
• Responsible for budgeting/ordering/shipping of physical equipment and tools to labs or onsite for timely testing prior to third party testing
• Collaborate closely with PM (Product Management) / PD (Product Development) / Certification Architects across certification efforts.
• Track CVE (Common Vulnerability Exposures) scores in association with certified product versions.
• Collaborate on Slide preparation for Certified Products Steering Committee.
• The right candidate will have experience with business finances, such as invoice approval, tracking milestones against payments, and reconciliation.
• Lead Verification and Validation prep efforts and POA&M processing for DodIN APL.

Required Qualifications

• Minimum of bachelor’s in business or engineering or 2+ years’ direct experience working with Federal Certifications
• Previous experience managing third party relationships with Evaluation Labs.
• Experience with certification documentation deliverables.
• Experience with third party testing schedules.
• Practical experience working with Federal Certifications including stakeholder management.
• Willingness to learn/adapt to new certifications as required.

Preferred Qualifications

• Travel as needed.

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: $133,876.00 - $200,814.00

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.

Summary

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.

Do you want a job you love?

Are you seeking a career that allows you to stay at the forefront of emerging trends in cybersecurity and networking? A role that provides the flexibility to innovate and build cutting-edge solutions? Do you enjoy evangelizing these innovations to the world’s largest organizations and tech communities? If so, the Select role at F5 might be the perfect fit for you.

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 individuals can thrive.

The F5 Digital Sales organization is strategically positioned with an opportunity to be a tremendous revenue growth engine for the company. This role is at the forefront of establishing cutting-edge opportunistic sales motions using AI and automation, digital marketing and big data and analytics to drive impactful demand response and targeted sales coverage.

Company Overview

NA

• Sell F5’s solutions and services, managing relationships with existing named accounts and prospects, focusing on rapid growth and retention.
• Understand client business needs and align F5’s technical solutions to meet those needs, highlighting how F5 adds value.
• Proactively identify and qualify new business opportunities through research, networking, and outreach.
• Develop and implement targeted sales strategies tailored to specific industries, customer needs & territory.
• Prepare formal proposals and presentations, present to all organizational levels (including C-suite), lead negotiations, and close sales effectively.
• Cultivate strong relationships with existing clients, prospect, and the channel to identify upsell and cross-sell opportunities.
• Manage the entire sales cycle from prospecting to closing, ensuring timely follow-up and effective communication.
• Stay informed about industry trends, competitive landscape, and emerging technologies to effectively position our solutions.
• Track and report on sales activities, forecasts, and pipeline status to management on a regular basis.
• Uphold F5’s Business Code of Ethics and report any violations promptly.
• Perform other related duties as assigned.

Required Qualifications:

• 3+ years of experience in a relevant sales or account management role, with a proven track record in new business development.
• BA/BS degree or equivalent experience.
• Self-motivated, goal-oriented, and resilient with a hunter mentality.

Preferred Qualifications:

• Strong negotiation, closing, and solution-selling skills.
• Excellent presentation and client interfacing abilities.
• Proven success in a matrix sales environment.
• Ability to build strong internal and external relationships.
• Effective time management and ability to prioritize tasks.
• Expertise in SaaS products, preferably F5 solutions.
• Strong communication and presentation skills.
• Ability to articulate complex technical concepts to non-technical audiences.
• Proficient in CRM software and sales tools (Salesforce).

• Physical Demands and Work Environment:

• Ability to travel up to 50% via automobile and airplane.

• May require working outside of normal business hours, including evenings and weekends.

• Ability to work from a home office within the designated territory.

• 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: $118,204.00 - $177,306.00

• 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.