Sr Account Executive – CSP & AI Growth

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.

Role Overview

This role combines strategic CSP account management with AI business development and ecosystem growth. The successful candidate will be responsible for creating enterprise demand, developing AI sell-through opportunities, building joint pipeline with strategic partners, and driving both AI service adoption and F5 revenue growth across Indonesia.

This strategic sales position requires an in-depth knowledge of how technology is used to enable business goals. It requires strategic thinking coupled with tactical execution of identified business opportunities.

The role is responsible for managing and growing F5's relationship with a strategic Communications Service Provider while leading the development of AI-related growth opportunities. The primary objective is to create enterprise demand for partner-enabled AI services, develop joint customer opportunities, and drive AI adoption and revenue growth through collaboration with enterprise sales teams, channel partners, and ecosystem stakeholders.

The successful candidate will work closely with the CSP's enterprise sales organization, F5 Enterprise Account Managers, channel partners, Systems Integrators, and strategic ecosystem stakeholders to identify target customers, develop joint pipeline, and execute scalable go-to-market initiatives. This is an individual contributor and quota-carrying role.

Sounds interesting? Read On!

What You Will Do

Account Management

• Primary point-of-contact for assigned accounts and maintains contact with accounts at a high executive level, focusing on the strategic nature of the relationship.
• Sell the organization's products and services while maintaining relationships with existing strategic and named accounts.
• Responsible for rapidly growing and retaining assigned accounts.
• Responsible for identifying and qualifying long-term and short-term business opportunities and proactively identifying and addressing competitive threats.
• Prepare formal proposals and presentations, present to all levels of customer organizations including executives, lead negotiations, coordinate complex decision-making processes, and close sales opportunities in a professional and effective manner.
• Responsible for significant partner relationship management and development. Facilitate executive-level relationships between customers, F5, channel partners, service providers, and strategic ecosystem partners.
• Maintain up-to-date knowledge of industry trends, market developments, AI technologies, cloud services, and emerging technologies impacting the market.
• Understand customer business needs and communicate how F5 solutions address those needs and support broader AI transformation initiatives.
• Determine market strategies and goals for each product and service while understanding the business objectives of assigned accounts.
• Assume a leadership role in coordinating territory strategy and tactics across Inside Sales, Solution Engineering, Channel Managers, Alliances, and business development resources.
• Assume full responsibility for sales forecasting and pipeline management, ensuring Salesforce is utilized and maintained accurately.
• Develop and maintain detailed account profiles, stakeholder maps, and strategic growth plans.
• Develop strategies for sustained business growth and coordinate resources to ensure goals are achieved.
• Partner with internal and external stakeholders to develop solutions that expand F5's footprint and business value within strategic accounts.

AI Partnership & Sell-Through Growth

• Lead the growth of F5's AI partnership with a strategic CSP, developing joint go-to-market initiatives and driving enterprise adoption of partner-enabled AI services.
• Collaborate with CSP sales teams, F5 Account Managers, and channel partners to identify, develop, and close AI-related opportunities.
• Create and execute sell-through strategies that generate enterprise demand, accelerate customer onboarding, and increase service consumption.
• Drive joint account planning, pipeline generation, executive engagement, and business development activities to accelerate revenue growth.
• Develop scalable sales motions, value propositions, and business plans that strengthen the AI ecosystem and expand market reach.
• Track partnership performance through pipeline growth, customer acquisition, AI service adoption, and F5 revenue contribution.

What You Will Bring

• BA/BS degree preferred.
• 8+ years of experience in Enterprise Sales, CSP Sales, Strategic Account Management, Business Development, or Technology Sales.
• Strong negotiation and closing skills with proven success in solution selling and executive engagement.
• Advanced customer-facing and consultative selling skills.
• Demonstrated success working within complex matrix organizations.
• Strong ability to leverage internal resources and build cross-functional relationships.
• Strong ability to prioritize workload, develop pipeline, and manage accurate forecasting.
• Knowledge of networking, security, cloud, application delivery, AI infrastructure, or related technology markets.

• Experience working with Communications Service Providers (CSPs), Cloud Providers, Managed Service Providers, or Digital Platform Operators.
• Experience developing strategic partnerships and executing partner-led go-to-market initiatives.
• Experience working with Enterprise Account Managers, channel partners, and ecosystem stakeholders to drive business growth.
• Understanding of AI infrastructure, AI platforms, AI services, cloud technologies, cybersecurity, and digital transformation initiatives.
• Experience developing sell-through, co-sell, marketplace, or ecosystem-led business opportunities.
• Strong business development, ecosystem management, and stakeholder engagement capabilities.

What You’ll Get

• Hybrid working mode
• Career growth and development opportunities  
• Recognitions and Rewards
• Employee Assistance Program
• Competitive pay, comprehensive benefits, and cool perks
• 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!

#LI-SP5

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 [email protected].