Pre-sales Business Consultant - Retail/media/pharma/chemical jobs at Fortinet in Germany, Frankfurt

Responsibilities:

• Strategic and tactical planning with your Account Manager
• Identify customer queries and resolve to enhance customer satisfaction
• Develop end user and partner relationship
• Lead- and Opportunity Management via the CRM tool (Salesforce.com)
• Basic technical knowledge and understanding
• Provide all other tasks associated with Account Management – e.g. Arrangement of evaluations, licenses, renewals and quotations

Required Skills:

• Experience with supporting a Sales Team ideally within the IT Industry – security and or networking sector
• Must be motivated, flexible and a self-starter mentality
• SFDC/Salesforce.com knowledge would be an advantage
• Excellent written and verbal communications skills (in German / partly English)
• Goal orientated and self-confident with the ability to work in a fast pace environment
• Able to work independently as well as part of a team

Role description:

Responsibilities:

- Identify and cultivate relationships with key decision-makers, influencers, and stakeholders in target organizations.

- Drive SecOps sales opportunities together with Sales and Pre-Sales through the entire sales cycle, from lead generation to closing deals.

- Provide input to product development teams based on market feedback and customer requirements.

- Meet and exceed sales targets, revenue goals, and other key performance metrics.

Qualifications:

- Bachelor's degree in Business Administration, Marketing, Computer Science, or related field. MBA is a plus.

- Strong understanding of Security Operations Center (SOC) environments, security incident response, threat detection, and remediation.

- Excellent communication, presentation, and negotiation skills. Ability to articulate complex technical concepts to both technical and non-technical audiences.

- Self-motivated, proactive, and results-driven with the ability to work effectively in a fast-paced, dynamic environment.

- Experience working with channel partners, resellers, and distributors is a plus.

- Willingness to travel as needed.

- Competitive compensation package including base salary, commission, and benefits.

- Career growth opportunities in a dynamic and fast-growing industry.

Job Responsibilities

· Generate incremental OT revenue and growth through associations initiatives to customers and the broader channel.

· Define a strategy and build and deliver a strategic go to market plan for associations initiatives aligned with the company strategy and goals including growth engines, enablement, marketing and other initiatives.

· Establish productive, professional relationships with key personnel, decision makers and influencers at associations.

· Identify and drive early engagement/alignment on key associations initiatives.

· Writing of e.g. whitepapers and solution briefs on key topics for related verticals aligned with the company marketing department

· Coordinate the involvement of company personnel, including support, service and management resources in order to meet performance objectives and expectations.

· Be part of the already existing OT DACH and EMEA team and collaborate to align associations initiatives to sales initiatives.

Job Experience Required

· 3+ years working with associations in security, manufactures, automotive, energy, utilities, healthcare, government and other sectors.

· Experience in cyber security for operational technology environments is a plus.

· Opportunity identification out of association initiatives.

· Excellent presentation skills.

· Excellent written and verbal communication skills and able to speak German and English fluently.

· Candidate must thrive in a fast-paced, ever-changing environment.

· Competitive, self-starter, team player.

· Willing to travel across the assigned region (during the pandemic in respect to the Covid-Guidelines of the Company)

What you can expect from us

· Excellent training and development opportunities, providing you with all the tools you need to be successful.

· An open working environment, sharing knowledge and information collaboratively and transparently, with respect to everyone’s thoughts and opinions.

· A market competitive salary package, including stock awards, and opportunity to over-achieve.

What you can expect from us:

• On the job and more formal online training and development opportunities, with the possibility to get the industry recognized certifications.
• A competitive salary and incentive compensation package, including stock awards, health and welfare benefits.
• An excellent role to start a career in enterprise technology sales, with opportunities to get involved with marketing, technology operations and sales
• Employee days to meet and learn about our key sponsorships and events

At Fortinet you will

• Learn and demonstrate a fundamental understanding of Fortinet’s technology in order to articulate our value proposition to decision-makers.
• Develop strong relationships with customer contacts up to Executive C-level to gain insight into their business imperatives and IT drivers, enabling development of a strategy to sell Fortinet solutions.
• Sell Fortinet products and services through a consultative selling approach and maintain good relationships with key individuals within the accounts.
• Research customers, identify decision makers, educate prospects and qualify buying interest and sense of urgency.
• Create and implement strategic account plans through a consultative selling approach focused on attaining enterprise-wide deployments of Fortinet products and services
• Develop strategies and orchestrate company resources to maximize sales volume within assigned accounts.
• Effectively engage and build cooperative relationships with System Engineers, Channel Managers, and specialist sales team and executives as required.
• Drive quarterly business reviews with customer to ensure value from Fortinet investment.
• Ensures the customer is kept up to date with Fortinet product roadmaps enabling the customer to plan and mitigate risks to their business.

Apply if you

• Have a proven track record of enterprise sales experience in hi-tech industry (preferably Cybersecurity and Networking) developing strategic customer relationships.
• Possess a consistent track record of quota (over) achievement and demonstrated both career stability and growth.
• Are a highly motivated self-starter with a competitive personality, strong attention to detail, and a hunger to win.
• Have exceptional communication skills, both oral and written, coupled with excellent listening skills.

What you can expect from us

• Excellent training and development opportunities, providing you with all the tools you need to be successful.
• An open working environment, sharing knowledge and information collaboratively and transparently, with respect to everyone’s thoughts and opinions.
• The opportunity to be part of an innovative, collaborative and winning team.
• A market competitive salary package, including stock awards, and opportunity to over-achieve.

What you can expect from us:

• On the job and more formal online training and development opportunities, with the possibility to get the industry recognized certifications.
• A competitive salary and incentive compensation package, including stock awards, health and welfare benefits.
• An excellent role to start a career in enterprise technology sales, with opportunities to get involved with marketing, technology operations and sales
• Employee days to meet and learn about our key sponsorships and events

What Will You Do?

• Hire, coach and manage a team of ISR’s (Inside Sales Representatives whose role consists of engaging with prospect leads and contacts, prospecting, generating meetings and pipeline)
• Leadership of team culture & environment
• Ability to nurture, coach and motivate ISRs
• Clear and consistent communication to ensure ISRs and stakeholders remain engaged
• Understand the company’s renewal strategy and create a long-term plan to effectively grow renewals in Germany
• Regularly track, analyze and report on individual and team activities and results
• Identify and make recommendations for improvement in the areas of process, efficiency and productivity
• Establish and nurture relationships with key stakeholders across the business including Sales and Marketing
• Ability to use existing reports and develop new ones (where needed) to consistently have clear visibility on status of pipeline and ensure timely follow ups are done
• Project management: performance tracking, facilitating schedules and driving proactive corrective action whenever required.

What Will You Bring?

• 3+ years of experience in sales and business development in technology space
• Strong experience successfully coaching and managing/team leading people to achieve performance goals
• Organization and self-discipline plus the ability to bring a high level of energy and quality to all tasks, big or small
• Strong willingness and ability to leverage and interpret data to make decisions and influence others
• Exceptional communication and presentation skills
• Experience working in a multicultural environment
• Fluency in German and English is prerequisite.
• Bachelors’ degree in IT/Sales/Marketing.

What Is In It For You?

• Exposure to exciting and award-winning technologies in the Cyber Security industry
• Meet people behind our cutting edge technologies during our onboarding process
• Opportunity to fulfill your potential by rolling out creative ideas and projects
• Work with and build long-lasting relationship with a team of brilliant people