Inside Regional Account Manager - jobs at Fortinet in Belgium

Key Responsibilities

• Achieve and exceed revenue and growth targets
• Develop and execute go-to-market plans aligned with corporate strategy
• Drive SASE adoption among Enterprises, SPs, and MSSPs
• Enable field teams and partners with strategic support
• Build and maintain relationships with decision-makers up to CxO level
• Travel within the assigned territory as required

Qualifications

• Proven experience in technology sales or business development
• Strong track record with Large Enterprises, SPs, and MSSPs
• Deep understanding of enterprise architecture and digital transformation
• Consistent over-quota performance and deal-closing expertise
• Excellent communication and presentation skills
• Team-oriented mindset

What We Offer

• Comprehensive training and development programs
• Collaborative and transparent work culture
• Opportunity to join an innovative and high-performing team
• Competitive compensation package including stock awards and performance incentives

Regional Account Manager

In this key role, you will manage, direct and drive direct sales into Commercial Accounts. 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 Commercial 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.

Responsibilities:

• Develop account plans to achieve goals and exceed quota responsibility
• Maximize Fortinet opportunity while providing value added solutions to enterprise institutions
• 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 MAMs, Technical Sales Engineers, and Consulting Professionals
• Consistently builds and delivers on an accurate territory pipeline
• Travels within assigned territory is required

Required Skills:

• 5+ years 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
• 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 skills
• Goal 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.

Role Overview:

We are seeking upbeat, focused, and well-organized individuals, to help us achieving our future goals in remaining a leader in our field, requires exceptional individuals who can share and understand our passion for success.

Responsibilities:

• Develop and qualify new lead opportunities to drive increased revenue opportunites in specific target vertical markets
• Generating prospective customers through “warm and cold calling” and lead qualification from marketing leads, telemarketing services, and web
• Build relationships with specific channel partners who are relevant to your accounts and opportunities.
• Develop end-user relationship.
• Accurate management of all leads, opportunities and associated data via the CRM tool – Salesforce.com (SFDC), and update all activity within SFDC.
• Develop, learn and communicate specific sales propositions to end user customers.
• Attainment of all set targets and achievement of KPI’s.
• Keeps up-to-date knowledge of the industry, as well as the competitive posture of the company
• Joint strategic and tactical planning with your Account Manager.
• Provide all other tasks associated with account management – arrangement of evaluations, licences, renewals and quotations to name a few.
• Provide accurate forecasting along with your Account Manager, and be able to provide a forecast of your business while your Account Manager is absent
• Manage the end to end sales cycle on all smaller opportunities, including the management of “renewals”.
• Take ownership of specific marketing campaigns which are being run for your region/accounts, utilizing the Telemarketing Team for initial calling. Be able to feedback the success to the broader sales and marketing team.
• “Stand-in” cover for when your account manager is out of the business. This will include, but not limited to forecast reviews, QBR’s and being available as the first point of contact for your accounts and channel partners.

Required Skills:

• 18 months proven sales track record within an inside sales role ideally within the IT Industry – security, networking or hardware
• SFDC/Salesforce.com knowledge advantageous
• Experience in B2B sales
• Must be motivated, a self-starter, and be able to deal with ambiguity.
• Hunter type mentality
• Excellent communications capabilities
• Goal orientated with the ability to exceed targets and KPI’s
• Self-confident with the ability to work in a fast pace environment
• Able to work independently as well as part of a team.

Role Overview:

In this role you will drive direct sales into a territory of Luxembourgish accounts. Working alongside a Major Account Manager, you will be directly responsible for driving existing and incremental revenues within a defined revenue threshold. You will achieve this by developing executive relationships with key buyers and influencers over the phone within the accounts, while also mirroring this activity with our key partner accounts.

This is a quota-carrying role and is predominantly office-based.

The role would idealyl suit an experienced Inside Sales person who is looking for future development to a full Account Management Role.

Responsibilities:

• Develop account plans to achieve goals and exceed quota responsibility.
• Maximize Fortinet opportunity while providing value-added solutions.
• Serve as lead contact for your accounts.
• Works closely together with the Account Manager to identify and execute marketing campaigns.
• Develops relationships with key decision makers, influencers and partners.
• Consistently delivers a high quality pipeline and accurate forecast.
• Accurate management of pipeline/opportunities via CRM – Salesforce.com
• Achievement of quarterly revenue targets.

Required Skills:

• 2+ years in an Inside Sales or “Hybrid” role
• Fluency in English & French. Knowledge of Luxembourgish and/or German is an advantage
• Networking or Security background
• Proven track record of target achievement
• SFDC/Salesforce.com knowledge advantageous
• Must be motivated, a self-starter, and be able to deal with ambiguity.
• Excellent communications capabilities
• Self-confident with the ability to work in a fast pace environment
• Excellent organisational and prioritisation skills are a must for this role

Job Responsibilities

• Establish productive, professional relationships with key personnel in assigned Silver and Gold level partner accounts
• Build a plan for partner enablement and training in assigned territory for key partners
• Coordinates the involvement of company personnel, including support, service and management resources in order to meet partner performance objectives and partner’s expectations
• Assume full responsibility for accurate sales forecasting by demonstrating an in-depth knowledge of sales cycle and update SalesForce accordingly
• Meet and exceed sales quotas and revenue goals
• Proactively leads a joint partner planning process that develops mutual performance objectives, critical milestones (e.g. training certification) in conjunction with Distribution resources (sales, support, etc)
• Ability to work in a high volume low-end and mid-market sector
• Manages potential channel conflict by fostering excellent communication internally and externally and through strict adherence to Fortinet’s channel program guidelines
• Drives sales of new technology adoption in assigned territory
• Proactively recruits new qualifying partners

Job Experience Required

• 3+ years channel sales and territory management in networking or security sectors
• Experience building business and marketing plans with partners
• Experience with the Distribution channel model
• Experience in sales forecasting, opportunity identification and drive to close
• Excellent written and verbal communication skills and able to speak English fluently
• Excellent presentation skills
• Candidate must thrive in a fast-paced, ever-changing environment
• Competitive, self-starter, team player

Key Responsibilities:

• Develop a deep understanding about the customer business/technical needs to provide technical information, guidance and support
• Become a trusted advisor by proactively guide your customers with technical recommendations and best practices
• Run advanced troubleshooting on the full range of Fortinet products, reproduce customer environments on lab equipment, recommend potential new solutions
• Take initiatives and ownership of customer incidents to drive for timely resolutions
• Manage customer communications and expectations until the closure of each case
• Participate in customer conference calls or face to face customer meetings
• Produce service reports to summarize service activity and performance for key stakeholders
• Report Software/Hardware related issues to R&D department and assure follow-up

Skills and Attributes Requirements:

• Good understanding of data networking protocols, specifically TCP/IP, routing and switching
• Hands-on experience on security products and technologies (e.g. Firewalls, IDS/IPS, DDos, VPN, Web application Firewall)
• Strong troubleshooting and problem solving skills
• Face to face and remote customer management experience
• Previous experience in a technical support position with telco or large enterprise space.
• Strong interpersonal and communication skills
• Previous experience on Fortinet products is an advantage

Educational and Experience Requirements:

• Minimum of 6 years of experience in a technical support/post-sales role
• Bachelor’s degree in Computer Science, Software Engineering or related field, or an equivalent experience
• Fortinet certification FCP, FCSS, FCX a distinct advantage
• Right to work in Belgium is essential
• Fluency in English is mandatory and another European language would be a distinct advantage