Business Development Manager, Strategic Major Accounts-Enterprise

at  Fortinet

In this key role, you will support and drive sales into Enterprise Accounts together with the existing Major Account Managers and Sales Directors in the field. You will initiate and support the creation and execution of strategic Account Plans, take part in Executive Relationship Mapping, on-site and virtual meetings, create business-relevant content, presentations and customer-facing solution proposals, and support the Accounts team with strategic Win Plans focused on attaining Enterprise-wide deployments of Fortinet products and services. This role will support the development of Executive relationships with key buyers and influencers in Enterprise accounts and leverage these relationships for a win-win scenario, so that the local teams can penetrate Whitespace accounts, enhance the number of key and critical relationships in existing customs and prospects, and further the value proposition of Fortinet into these large companies. This role must also coordinate extremely well with the appropriate internal groups and support verticals to generate and deliver winning messaging, solution sets, bids, RFP responses, relevant presentations and workshops, as well as contract negotiations and agreements between Fortinet and new and existing Enterprise customers nationally.

REQUIRED SKILLS:

• 10+ years technology selling experience managing a team
• Proven ability to position and sell solutions to Enterprise customers
• Experience in the network security industry
• A proven track record of significant over-quota achievement and demonstrated career stability
• Experience in closing large deals
• Excellent presentation skills to executives & individual contributors
• Excellent written and verbal communication skills
• Goal-oriented individual, with vast interpersonal managerial skills, strong business acumen and positive leadership abilitiesProven and referenceable results in mentoring, motivating and developing teams.

EDUCATION:

• Bachelor’s degree or equivalent, MBA preferred.

• Motivate and Coach a team of Sales Representatives focused on Enterprise Accounts
• Develop Strategic Account Plans to achieve goals and exceed quota responsibility
• Maximize Fortinet opportunity while providing value added solutions to Enterprise institutions
• Serves as facilitator, engaging jointly in the accounts so the MAM can successfully execute and be the lead contact responsible for the flow of information
• Works closely together with the Account Managers in order to maximize the primary business focus and long-term success strategies.
• Serves as leader responsible for the quality and success of activities in the territory, reporting same into existing Sales Managers and Sales Directors so as to align efforts and provide active feedback of MAM engagement and customer responses.
• Develops relationships with key decision makers, influencers and partners and coaches Account Managers to do the same.
• Manages effective working relationships with assigned region MAMs, Technical Sales Engineers, and Consulting Professionals
• Consistently builds and delivers on an accurate territory pipeline growth and product mix metrics.
• Travels within assigned territory is required, 50% of the time