Named Account Management

at  Fortinet

NAMED ACCOUNT MANAGEMENT

In this key role, you will manage, direct and drive direct sales into named Enterprise Accounts . You will create and implement strategic plans focused on attaining enterprise-wide deployments of Fortinet products and services. Develop executive relationships with key buyers and influencers in named accounts and leverage these relationships. Coordinate with appropriate internal groups to generate and deliver winning Contract Bids, Proposals, RFI/RFP Responses, and Statements of Work. Negotiate terms of business with clients to achieve win/win results that provide the basis for strong ongoing relationships. You will furthermore be responsible to build and promote the Company’s position as the worldwide leader in Unified Threat Management, specifically through the VAR community in the territory. Accountable for managing all reseller partnerships within the guidelines of Fortinet’s channel programs, spearheading new business development and successfully developing alliances with key solution provider accounts. Will motivate, educate and train the partners in the Company’s products and technologies. Expand sales with by building business plans including MDF strategy, account penetration strategy and profitability targets

Responsibilities:

• Manage and motivate a team of Named Account Managers.
• Develop account plans to achieve goals and exceed quota responsibility
• Maximize Fortinet opportunity while providing value added solutions to customers
• Serves as lead contact responsible for the flow of information to/from executive management
• Works closely together with the account managers in order to maximize the primary business focus and serves as team leader responsible for the quality and success of activities in the territory
• Develops relationships with key decision makers, influencers and partners
• Manages effective working relationships with assigned region RSMs, Technical Sales Engineers, and Consulting Professionals
• Consistently builds and delivers on an accurate territory pipeline
• Travel within assigned territory is required
• Manage key Fortinet partners and end users in the region
• Build revenue and non-revenue business plans with these partners.
• Provide ongoing sales and technical trainings to these partners.
• Build marketing plans to drive incremental sales pipeline and revenues with development funds.
• Act as key channel strategist to regional sales managers within region.
• Partner with Fortinet marketing and engineering teams to drive revenue growth within region.
• Provide geographic channel coverage for the region
• Carry quarterly and annual revenue targets.

Required Skills:

• Extensive technology selling experience
• Proven 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
• Experience in closing large deals
• Selling experience must include one of the following : 1) Firewall/VPN, 2) AV 3) IDS/IDP
• Excellent presentation skills to executives & individual contributors

• Excellent written and verbal communication skillsGoal oriented individual, with vast interpersonal managerial skills, strong business acumen and positive leadership abilities with proven results in mentoring, motivating and developing teams.

Education:

• Bachelor’s degree or equivalent, MBA preferred.

• Manage and motivate a team of Named Account Managers.
• Develop account plans to achieve goals and exceed quota responsibility
• Maximize Fortinet opportunity while providing value added solutions to customers
• Serves as lead contact responsible for the flow of information to/from executive management
• Works closely together with the account managers in order to maximize the primary business focus and serves as team leader responsible for the quality and success of activities in the territory
• Develops relationships with key decision makers, influencers and partners
• Manages effective working relationships with assigned region RSMs, Technical Sales Engineers, and Consulting Professionals
• Consistently builds and delivers on an accurate territory pipeline
• Travel within assigned territory is required
• Manage key Fortinet partners and end users in the region
• Build revenue and non-revenue business plans with these partners.
• Provide ongoing sales and technical trainings to these partners.
• Build marketing plans to drive incremental sales pipeline and revenues with development funds.
• Act as key channel strategist to regional sales managers within region.
• Partner with Fortinet marketing and engineering teams to drive revenue growth within region.
• Provide geographic channel coverage for the region
• Carry quarterly and annual revenue targets