Major Acct Manager jobs at Fortinet in Chile, Santiago

Primary Responsibilities:

• Lead the construction and execution of joint account plans with the commercial areas of Telcos (sales) to generate a sales pipeline, qualify opportunities, and accurately forecast pipeline with two strategies:
  • Cross-selling over Telco´s install base.
  • New Logos in New Solutions (SASE | SecOps)
• Executing SASE demand generation events with Telco´s Secure Connectivity and SD-WAN customers.
• Support Telcos' sales force in presenting advanced cybersecurity service offerings to their current installed base customers, serving as a specialist sales resource for Telcos' commercial areas.
• Plan and lead business development activities that drive a high conversion rate of opportunities generated in SASE and SecOps with the Telco.
• Conduct QBRs with key stakeholders in Telcos B2B areas (VPs and Telco sales leaders) to present the results of funnel generation activities and provide suggestions for optimization. Include an activity plan for the following quarter - Establish as a trusted advisor to C-Level in Telco structure.
• Present quarterly business results to Fortinet's sales leaders regarding the generated pipeline and the conversion rate obtained, with an analysis containing suggestions and a plan of activities to be executed for the following quarter to optimize and boost results.

Required Skills:

• Experience in Telco and Service Providers market, networking and cybersecurity industry with
  • Experience in B2B sales thru Telcos-MSPs
  • Sales and pre-sales roles
  • Consultancy and/or business development roles
  • Demonstration of executive relationship in the Telcos-MSPs industry (VP B2B, C-Sales)
• Knowledgeable in the following technologies : ZTNA, NGFW, Secure SD-WAN, SASE, VPN, Firewall, Anti-Virus, Anti-Spam, Intrusion Prevention, and Content Filtering
• Experience develop and positioning Managed Security services using Monitoring, Analytics, Automation and Response Solutions as addved value from Telcos-MSSPs for End-Customers.
• Excellent communicator/speaker including the ability to make engaging and effective presentations to an executive audience
• Previous experience designing business plans and Go-To market strategies
• Proven ability with solution selling with a hunter mentality
• A proven track record of quota achievement and demonstrated career stability
• A self-motivated, independent thinker that can move deals through the selling cycle
• Strong analytical skills to evaluate complex problems to find a systematic approach to gain a quick resolution.
• Effective in a collaborative environment, particularly interacting with product and business professionals
• Ability to work independently with little direction
• Travel will be required in territory

Bachelor’s degree or equivalent experience. Graduate Degree favorable.

Language:

• Spanish and English

Skills & Qualifications

• Proven ability to sell solutions to Enterprise Accounts.
• A proven track record of quota achievement and demonstrated career stability.
• Experience in closing large deals in Chile.
• Sales experience selling to Fortune 1000 Major Accounts.
• Selling enterprise network security products and services.
• Experience in managed tools such as Sales Force
• Experience developing and working with Business Partners (optional)

Job Duties and Responsibilities

• Generating enterprise business opportunities and managing the sales process through to closure of the sale.
• Achievement of agreed quarterly sales goals.
• Generate a sales pipeline, qualifying opportunities, and accurately forecast pipeline.
• Responsible for sales reports
• Management of the relationship with the different areas of the strategic enterprise accounts
• Generate Account Planning with key Fortinet Partners.
• Build marketing plans to drive incremental sales pipeline and revenues with development funds.
• Partner with Fortinet marketing, Channel and engineering teams to drive revenue growth within region.

Skills & Qualifications

• Prior sales experience a must.
• Previous experience designing business plans and market strategies to increase sales, specially with solutions.
• A proven track record of quota achievement and demonstrated career stability
• Candidate must thrive in a fast-paced, ever-changing environment.
• Previous experience in network security.
• Knowledgeable in the following technologies VPN, Firewall, Anti-Virus, Anti-Spam, Intrusion Prevention , and Content Filtering.

Job Duties and responsibilities

• Create and implement territory plans focused on attaining deployments of Fortinet products and services to a set of assigned, existing accounts and new logo prospects, within your assigned territory.
• Develop executive relationships with key buyers and influencers and leverage these relationships to achieve quarterly sales goals.
• Generate a sales pipeline, qualify opportunities, and accurately forecast pipeline.
• 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 exceptional ongoing relationships.
• Build and promote the Company’s position as the worldwide leader in Unified Threat Management .

As an Inside Sales Representative, you will:

• Support commercial segment business to increase the productivity of the Renewal Sales team.
• Manage Day-to-Day sales duties including, but not limited to, SPR’s, Deal Registrations, Inventory Management, and Order Tracking/Order Status for the Enterprise Sales team.
• Learn and understand the entire Enterprise Sales process and become a critical part of the process.
• Modify and track leads in Salesforce.com.
• Provide timely and accurate forecasting.
• Update weekly tracking of all opportunities.

An insightful and influential collaborator to join our team. We encourage you to apply for this position if you have the following qualities:

• Demonstrates sales aptitude: assertive, persistent, good listener, self-motivated.
• Excellent customer relations skills.
• Excellent oral and written communication skills.
• Well organized with effective time management skills.
• Ability to manage multiple tasks.
• Goal-oriented, able to meet and exceed quarterly/yearly goals.
• Ability to use Salesforce.com, online meeting tools, and Microsoft Office products.
• The candidate must thrive in a fast-paced, ever-changing environment.
• Competitive, self-starter, hunter-type mentality.