Business Development Manager, Strategic Major Accounts-Enterprise

Job Description

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.

Responsibilities

• 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
  
  

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 abilities
• Proven and referenceable results in mentoring, motivating and developing teams.
  
  

Education

• Bachelor's degree or equivalent, MBA preferred.
  
  

About Us

Fortinet (NASDAQ: FTNT) secures the largest enterprise, service provider, and government organizations around the world. Fortinet empowers its customers with intelligent, seamless protection across the expanding attack surface and the power to take on ever-increasing performance requirements of the borderless network - today and into the future. Only the Fortinet Security Fabric architecture can deliver security without compromise to address the most critical security challenges, whether in networked, application, cloud or mobile environments. Fortinet ranks number one in the most security appliances shipped worldwide and more than 500,000 customers trust Fortinet to protect their businesses.

We are committed to providing reasonable accommodations for all qualified individuals with disabilities. If you require assistance or accommodation due to a disability, please contact us at [email protected].

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, disability, age, military/veteran status or any other applicable legally protected characteristics in the location in which the candidate is applying.