Come work at a place where innovation and teamwork come together to support the most exciting missions in the world!
PRIMARY RESPONSIBILITIES :
Provide Technical expertise through sales presentations, Solution designs, Solution demonstrations, Proof of Concepts as a trusted advisor.
Provide solution designs, and systems engineering configurations
Develop and Maintain a high level of technical knowledge of F5, the relevant industry and Sales aptitude
Design differentiating solutions and articulate business value of F5 Solutions against competitors.
Design technical solution can create a new customer service or solve customer business problems
Participate in the development and support of content (presentations, VP’s, use cases ) for customers and partners
Maintain knowledge of competitive landscape and share knowledge
Foster a collaborative, team-based environment, sharing best practices and success and building lasting relationships
Effectively negotiate and pursue conflict resolution
For the sales team own and assist on Change Request (CR) and Customer Special Request (CSR) cases
Uphold F5’s Business Code of Ethics; promptly reporting violations of the Code or other company policies
Customer support activities includes :
Can articulate the F5 Sales Strategy, Messaging and positioning F5 value proposition and solutions for customer business objectives
Develop and maintain trusted advisor relationships with customer technology staff and management.
Consistently provide world-class customer service during sales, technical, and post-sales activities
Can deliver sales pitch / whiteboards at CxO level.
Uses actively Salesforce.com for each opportunity and named account
Partner with sales team to manage Technical Account Plan
Understand and effectively utilize F5 organizational resources
Actively utilize SE tools : CSR, Idea, Hive, Radar, and other
Can identify and qualify technical opportunities.
Can Influences Sales strategy.
Can help determine viability of opportunity and map out political structure.
Channel support activities includes :
Support F5 channel partner sales initiatives
Provide channel partners sustainable training on F5 solutions and competitive differentiation
Provide channel partners technical expertise and oversight as required
Work in collaboration with Channel and Sales management to establish channel partners and to qualify partner’s ability to sell F5 solutions
Proactively recruits new qualifying partners with PAM;
Schedule and deliver partner enablement with F5 solution / products, provide technical support to partners’ product developing regarding F5 programmability;
Establishes productive, professional relationships with key technical personnel in partner accounts;
Leads solution development efforts that best address end-user needs, while coordinating the involvement of all necessary partners and partner personnel;
Coordinates the involvement of partner personnel, including SE, Sales, and management resources, to meet partner performance objectives and partners’ expectations;
Proactively leads a joint partner planning process that develops technical performance objectives and critical milestones associated with a productive partner relationship;
Sells through partner organizations to end users in coordination with PAM resources.
Post sales activities include :
Understand and follow escalation process
Partner with the F5 Technical Support and customers / partners to resolve issues
Always keep a Customer first mentality
PHYSICAL DEMANDS AND WORK ENVIRONMENT :
Job may be performed on-site at a customer facility or data center, or in an office environment sitting at a desk or computer table.
Duties require the ability to travel up to 80% via automobile and airplane, and may require being on call periodically and working outside normal working hours (evenings and weekends).
Technology Knowledge and Requirements
Technical Skill :
Base understanding with F5 Solutions and technology
Support the sales team in determining customer requirements
Work in a sales team and be responsible for tactical / project-based opportunities
Assist sales team to test, troubleshoot, and implement customer POC
Essential knowledge of some / several F5 solutions and technologies or advanced in one area such as Enterprise
Responsible for Design, implement, test, and troubleshoot POC
Advanced knowledge of several F5 solutions and technologies or expert in one area such as Enterprise
Work effectively with Global / EMEA / Regional SA and Technical Support organization
Solve problems independently and creatively
Essential knowledge :
Data Center, Virtualization and Cloud computing
Understand F5 solutions in Azure / AWS / Alicloud
Understand F5 solutions in NSX / ACI / Openstack
Understand F5 solutions in containers environment -eg. Openshift, Kubernetes or Mesos
DevOps basic demonstration using Python or other scripts
Advanced Web Application security detailed understanding of vulnerabilities in web applications and API’s
Advanced Authentication & Authorization (SAML, OAuth, Kerberos)
Application Development methodologies.
Detailed understanding of TLS.
Knowledge, Skills and Abilities
Must be able to read, write and speak English and Mandarin fluently.
Must also be fluent in local language as this role supports our local customers.
Multiple language skills are a plus.
Solution selling focus
Drive and lead full Value Props and account planning.
Deliver a clear F5 value proposition positioning using whiteboard, Presentation, etc
Customized presentations using an advanced solution-based sales approach
Develop a trusted advisor status with key customers
Understand business requirements involved with technical account strategy
Produces Technical Value Propositions fluently
Comfortable presenting to small-medium audiences user groups etc.
8+ years related industry experience
4+ years of pre-sales
Advanced written and oral communication skills
Advanced presentation skills
Advanced Account Management Skills
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.