Account Executive–defence

Strategic Sales Role for Australian Defence

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 is a strategic sales role responsible for managing and growing F5's relationship with the Australian Department of Defence, including Defence agencies and the Systems Integrators (SIs) that deliver managed and professional services into Defence.

This role is focused on long-term, trusted engagement, navigating complex Defence environments, and embedding F5 solutions into sovereign, secure, and mission-critical Defence architectures. The role requires appropriate security clearance to engage in classified or sensitive project discussions and to operate effectively within the Defence ecosystem.

What You'll Do:

Defence Account Ownership & Strategy

• Own and manage F5's strategic engagement with the Australian Defence account, including relevant agencies and business units
• Develop and execute long-term account strategies aligned to Defence procurement cycles and multi-year programs
• Build trusted relationships across Defence stakeholders, including technical, operational, and commercial decision-makers
• Act as the primary point of accountability for F5's Defence engagement

Systems Integrator & Partner Engagement

• Build and maintain strong working relationships with Systems Integrators and Managed Service Providers delivering services into Defence
• Partner with SIs to position F5 solutions within Defence-led programs, managed services, and long-term contracts
• Support joint account planning and opportunity development with SI partners

Long-Term Opportunity Development

• Identify, qualify, and progress Defence opportunities with a focus on:
• Secure and sovereign infrastructure
• Mission-critical application delivery
• Defence cloud, hybrid, and AI-enabled platforms
• Manage complex, long-cycle sales motions that may span multiple years
• Ensure F5 is embedded early in Defence architecture and design discussions

Internal Collaboration & Execution

• Work closely with:
• Federal / Public Sector sales leadership
• Solution Architects and technical specialists
• Channel and Partner teams
• Coordinate internal resources to support Defence bids, tenders, and ongoing engagements
• Maintain accurate pipeline, forecasting, and account documentation in line with F5 governance requirements

Governance, Compliance & Security

• Operate in accordance with Defence and Government security requirements
• Maintain discretion and compliance when handling sensitive or classified information
• Ensure engagement aligns with F5 policies and public sector procurement standards

What You'll Bring:

• Bachelor degree or equivalent level of experience
• 8+ years' experience in Account Management or Strategic Sales within:
• Defence
• Government
• National security or regulated industries
• Direct experience selling into Australian Defence, and familiarity with Defence procurement and tender processes is highly preferred
• Exposure to sovereign cloud, secure infrastructure, or Defence ICT programs
• Experience working within a team-based quota / target model
• Proven experience managing complex, long-cycle accounts
• Strong ability to build trust with senior stakeholders in highly regulated environments
• Experience working with Systems Integrators and partner-led delivery models
• Strong understanding of enterprise or government IT infrastructure
• Clearance is necessary to participate in sensitive Defence discussions and projects. Australian Government security clearance at NV2 is required, or the ability to obtain and maintain one.

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!