Director - Business Development

at  Fortinet

REQUIRED SKILLS:

• 5 year technology selling experience managing a team
• Proven ability to sell solutions to enterprise customers
• Experience in the network security industry
• A proven track record of significant over-quota achievement and demonstrated career stability
• Selling experience must include one of the following : 1) Firewall/VPN, 2) OT Security 3) Cloud Solutions 4) SASE
• Excellent presentation skills to executives & individual contributors
• Excellent written and verbal communication skills
• Lead the development of an effective portfolio business plan outlining the strategy for success and maximising revenues.
• Responsible for ensuring partner/customer satisfaction is maintained at the highest levels.
• Find and develop profitable new accounts and business opportunities within a channel driven mentality.
• Map, build and deploy a long term relationship with the Public Cloud Vendors (Microsoft, Google, AWS, Oracle, Alibaba…)
• Achieve the revenue targets set out, build pro-active plans generating pipeline.
• Maintain close knowledge of the client’s business and Fortinets’ service portfolio to ensure alignment of appropriate up selling and cross selling of Fortinet solutions.
• Produce workable quarterly/annual business and activity plans for the region and/or market segment and develop profit improvement plans to justify the value of our solutions/services to our partners/customers.
• Record and maintain all relevant information regarding partner/customers and contacts, prospects and suspects in Salesforce.
• Ensure full communication of Fortinets’ sales & marketing objectives to all partners/customers/accounts.
• Ensure that the public cloud sales pipeline model is kept updated by providing timely and accurate forecasting and pipeline information.
• Develop and maintain partner/customer relationships at multiple levels including problem solving and formulation of response to immediate and future partner/customer requirements.
• Works with third party advisory organisations and attends third party vendor meetings.
• Prepare and deliver sales proposals and presentations.
• Prepare partner/customer/ alliance or account planning documents for specific services and solutions.
• Strong understanding of workspace, cloud and managed service solutions.
• Proven track record of winning, leading and implementing complex deals
• Experience selling solutions incorporating cloud, connectivity and technologies.
• Ability to construct innovative deals that play to Fortinets’ strengths, both meeting and exceeding client expectations.Understanding of organisational navigation: ability to get things done in a complex environment both externally and internally.
• 
  Fortinet is an equal opportunity employer. We value diversity in our company, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or any other applicable legally protected characteristics in the location in which the candidate is applying.

• Manage and motivate a team of Business Development Managers
• Maximize Fortinet opportunity while providing value added solutions to customers
• Serve as lead contact responsible for the flow of information to/from executive management
• Work closely together with the account managers in order to maximize the primary business focus and serve as team leader responsible for the quality and success of activities in the territory
• Develop relationships with key decision makers, influencers and partners
• Manage effective working relationships with assigned region MAMs, Technical Sales Engineers, and Consulting Professionals
• Consistently evangelize and educate on innovative solutions and products
• Travel within assigned territory as required
• Provide ongoing sales and technical trainings to partners, customers and prospects
• Act as key Business Development strategist to regional sales managers within region.
• Partner with Fortinet marketing and engineering teams to drive revenue growth within region.