Business Development Manager

at  Fortinet

The OT-BDM (Operational Technology Business Development Manager) is a seasoned professional with excellent sales/business development background and solid technical knowledge who will work as a business advisor and enabler for regional partners and internal account teams. The OT-BDM engages in strategic deals where their knowledge of cybersecurity applied to operational technology environments will increase the reach of Fortinet’s portfolio, bringing to our customers a broad approach to their cybersecurity needs. The OT-BDM works alongside account teams and channel and technology partners who may be involved, throughout the sales process. You as an OT-BDM are expected to shape the positive outcome of customer engagements such as presentations, consulting, meetings while showing the benefits of the proposed security architecture. This role offers high visibility to senior management, networking across corporate teams as well as the opportunity to influence the business and the direction of our OT go-to-market strategy.

SKILLS & QUALIFICATIONS

• Ability to manage large and complex deals involving highly technical negotiations
• Excellent presentation skills, both online and in face-to-face settings, capable of delivering product and technology presentations to technical and business audiences to all levels within a customer organization.
• Excellent written and verbal communication skills as well as listening and negotiation skills
• A self-motivated, independent “doer” who can move deals through the selling cycle
• Ability to add value as a team member by collaborating with a variety of teams such as engineering, sales, product management, customer support and professional services
• Candidate must thrive in a fast-paced, ever-changing environment
• Knowledge of standards and cybersecurity best practices for OT and IT environments
• Knowledge of Salesforce or equivalent
• Bachelor’s degree in Computer Science, Information Systems, Electrical Engineering or equivalent
• Proficiency in English and Spanish required, conversational Portuguese is highly desirable
• Technical certifications (ex. ISA/IEC 62443, SANS ICS (GICSP, GRID e GCIP)) are a plus

EXPERIENCE:

• Proven experience in selling cybersecurity and/or networking solutions applied to the operational technology space in a customer-facing role
• Experience as a BDM in a matrix organization crafting deals in at least 3 of these segments: Utilities (energy, water), oil & gas, manufacturing, transportation, logistics, healthcare, pharmaceutical, food processing, smart buildings, smart cities, critical infrastructure
• Experience in designing solutions based on OTCI standards and architectures
• Past experience in delivering OT projects in a professional services engagement is highly desirable
• Background in cybersecurity in general, Information Technology and networking will be valued

• Guide sales process from prospection of new opportunities till closure/delivery
• Maximize Fortinet opportunities while providing value added solutions enhancing the offer within the OT space
• Develop innovative product and service offerings to enhance Fortinet’s portfolio and increase share of mind and share of wallet
• Work closely together with the local account teams to ensure there is proper focus on OT related deals
• Develop relationships with key decision makers, influencers, and partners
• Forge and manage partnerships with global and regional technology providers to complement Fortinet’s offerings
• Manage effective working relationships with assigned regional sales and engineering teams
• Travel within assigned territory is required
• Maintain accurate forecasting of OT deals within the assigned territory