Regional Account Manager - Education / Public Segment jobs at Fortinet in Germany

Regional Account Manager Healthcare

In this key role, you will lead direct sales engagements into Healthcare Accounts (with a focus on nursing/eldery home operators, medical aid organisations,…) and strategic partners in Germany. Your focus will be to create and implement account plans focused on attaining deployments of Fortinet products. Develop executive relationships with key buyers and influencers and leverage these during the sales process. 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 positive results that provide the basis for strong ongoing relationships.

Responsibilities:

• Generating business opportunities and running sales strategies through to closure of the sale.
• Achievement of agreed quarterly sales goals.
• Generate a sales pipeline, qualifying opportunities, and accurately forecast pipeline.

Required Skills:

• You have a shown ability to sell solutions to Public and/or Healthcare accounts (with a focus on nursing/eldery home operators, medical aid organisations,…).
• You have a minimum of 3 years sales experience at an IT vendor or reseller in the Public Sector.
• You bring a proven track record of quota achievement and demonstrated career stability with experience in closing deals.
• You have excellent presentation skills to executives & individual contributors in addition to excellent written and verbal interpersonal skills.
• You are an ambitious, independent thinker that can move deals through the selling cycle.
• You are a self-starter that thrives in a dynamic, ever-changing environment and bring a daring, hunter type mentality.
• Minimum 3 years selling network security products and services.

Education:

• BS or equivalent experience, graduate degree preferred

This position reports to the Director of Corporate Real Estate & Facilities EMEA.

Responsibilities:

• Manage the day-to-day facility operations and campus resources efficiently
• Ensuring that the environment is conducive to a professional business environment
• Supervising emergency and routine maintenance on campus facilities.
• Enforcing safety regulations and handling hazardous materials
• Planning maintenance work and maintaining records.
• Overseeing the operations, facilities, and services within the campus.
• Cross cooperation with the DC Manager on site
• Hard Facility Services (Lighting, Plumbing, HVAC, PPM maintenance, Fire safety systems, etc.)
• Supervising outsourced facilities & security staff.
• Soft Facility Services (Cleaning, Reception, Security, Waste Management, Catering, Parking, etc.)
• Environmental and Health and Safety Management (ISO 14001 and 45001)
• Manage and Procure facility assets such as furniture, equipment, office supplies, etc.
• Manage outsourced facility management vendor and facility relationships, including developer, or landlord and vendor relations in adherence to facility agreements and contracts.
• Drive operational efficiency within the organisation and with our partners.
• Partner with staff in locations where the team or outsourced vendor doesn't have a physical presence to address any issues or provide assistance.
• Partner with IT, HR, Finance, Procurement and other internal business partners in the effective delivery of services and support of our workforce
• Management of Projects (MACs - Moves, Adds, Changes) for - space planning, renovations, relocations, disposals, and occupancy needs, including site selection and internal/external negotiation – within the region of responsibility
• Corporate real estate reporting and presentations for management as directed
• Accountable for reviewing, approving, coding, and/or disputing all invoices and billings associated within area of responsibility working with Procurement, Finance and Accounting processes.
• Forecasting and managing annual facility operating budgets for respective sites.
• Act as a point of contact for site-related communications. This includes working with partners in developing and managing site webpages, newsletters and other methods for communicating with the employees on their respective sites.
• Plan and support for site events following Fortinet guidelines and standards.
• Recommend improvements based on lessons learned.
• Keep up with market trends in real estate, facility and workspace design and provide input to improve internal real estate standards, processes and practices.
• Support crisis management/business continuity plans, assume local leadership role during emergencies or crises and provide after-hours support as needed.
• Take the lead as requested for special projects

Qualification & Requirements:

• 7+ years of management experience in facilities and corporate real estate projects
• Fully proficient in German (native level) & English (business level)
• Proficient computer and financial analysis skills
• Excellent people management, customer service and presentation skills

Desired Skills:

• Creative problem solver
• Excellent Communication
• Ability to multi-task in a fast-paced environment
• Make timely decisions using sound judgment based on ethics and policy training
• Organised and Professional in Facilities Management
• Prudent, transparent, and honest
• Knowledgeable of the latest industry innovations and trends

The role

• Develop a long-term growth strategy to secure Distribution being Fortinet’s resilient Channel foundation
• Lead, motivate and develop a team of 3 Distribution Account Managers and 4 Channel Account Managers
• Develop annual/quarterly plans to drive incremental growth, achieve goals and exceed quota responsibility
• Manage annual/quarterly Marketing Coop budgets, spend and activities to drive growth.
• Serve as lead contact responsible for all day-to-day business through the Distribution Channel and Fortinet.
• Works closely with all Fortinet Sales teams (Channel, Enterprise, Territory, Public & Service Provider) to manage pipeline opportunities, recruit and identify new opportunities through each Distribution point.
• Develop and manage relationships with key executives, decision makers, influencers at each Distribution partner.
• Supervise inventory levels and advises product forecasts for each Distribution partner.

What do we expect you to bring?

• A minimum of five years’ Senior Channel Leadership experience in the German IT market
• Deep understanding of the German IT market and Channel including Distribution is a must
• Excellent relationship network within the German IT Channel landscape, especially Distribution
• Excellent organizational and interpersonal skills
• Proven record of working under pressure and managing multiple tasks simultaneously
• Team player with excellent oral and written communication skills as well as presentation and project management skills (German & English)
• Proactive and highly motivated, working self-reliantly and independently
• Attention to detail and accuracy is essential
• Excellent hiring skills to support future growth in pipeline, billings and headcount
• Advanced Microsoft PowerPoint, Word, Excel & SFDC

Regional Account Manager Healthcare

In this key role, you will lead direct sales engagements into Healthcare Accounts and partners in Germany. Your focus will be to create and implement account plans focused on attaining deployments of Fortinet products. Develop executive relationships with key buyers and influencers and leverage these during the sales process. 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 positive results that provide the basis for strong ongoing relationships.

Responsibilities:

• Generating business opportunities and running sales strategies through to closure of the sale.
• Achievement of agreed quarterly sales goals.
• Generate a sales pipeline, qualifying opportunities, and accurately forecast pipeline.

Required Skills:

• You have a shown ability to sell solutions to Public and/or Healthcare accounts.
• You have a minimum of 2 years sales experience at an IT vendor or reseller in the Public Sector.
• You bring a proven track record of quota achievement and demonstrated career stability with experience in closing deals.
• You have excellent presentation skills to executives & individual contributors in addition to excellent written and verbal interpersonal skills.
• You are an ambitious, independent thinker that can move deals through the selling cycle.
• You are a self-starter that thrives in a dynamic, ever-changing environment and bring a daring, hunter type mentality.
• Minimum 2 years selling network security products and services.

Education:

• BS or equivalent experience, graduate degree preferred

Regional Account Manager – South Germany

In this key role, you will lead direct sales engagements into mid-size enterprise accounts and partners in South Germany. Your focus will be to create and implement account plans focused on attaining deployments of Fortinet products. Furthermore you will develop relationships with key buyers and influencers and leverage these during the sales process. 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 positive results that provide the basis for strong ongoing relationships.

- Achievement of agreed quarterly sales goals.
- Generate a sales pipeline, qualifying opportunities, and accurately forecast pipeline.

- You have a shown ability to sell solutions to mid-size enterprise accounts with a minimum of 5 years sales experience.
- You have minimum 2 years of experience in the IT-Security Industry
- You have excellent presentation skills to executives & individual contributors in addition to excellent written and verbal interpersonal skills.
- You are an ambitious, independent thinker that can move deals through the selling cycle.
- You are a self-starter that thrives in a dynamic, ever-changing environment with a hunter mentality.

Inside 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
• Serve 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 MAM’s, RAMs, Technical Sales Engineers, and Consulting Professionals
• Consistently builds and delivers on an accurate territory pipeline

Required Skills

• 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 technology.
• Excellent presentation skills to executives & individual contributors
• Excellent written and verbal communication skills

Systems Engineer – Subject Matter Expert (SME) – Public Sector Government

In this key role a Systems Engineer will work closely with a sales representative in a defined district. The Systems Engineer's main mission will be to support the sales organization in all technical matters regarding pre-sales, sales activities, and selected post-sales activities.

Responsibilities:

• Understanding of the Fortinet portfolio with the ability to demonstrate and articulate technical and business value.
• Strong foundational knowledge in security and networking technology and specifically in our “core technology”, FortiOS-based products.

· Subject Matter Expert and first contact in an assigned technical domain within or across assigned sales district. Manage domain use cases, competitive intelligence, and differentiation. Excellent product integration & customization skills including relevant 3^rdparty integrations.

• Create sales opportunities by identifying solutions to customer problems and assist in qualifying sales leads from a technical perspective. Discover opportunities to upsell and cross-sell Fortinet solutions. Initiate and influence project decisions.
• Manage and lead all aspects of the technical sales engagement from general queries to demos, RfX, and PoC’s around features, specifications, and functionality to integration. Provide architecture and implementation design consultation and best practice guidance for strategic opportunities.
• Act as trusted advisor for assigned accounts and maintain the technical relationship with the customer. Discover opportunities to upsell and cross-sell Fortinet solutions. Work closely with the regional escalation manager, technical support team and engineering to ensure customer's technical issues are answered and resolved.
• Cjogollaborate with peers, Consulting System Engineers (CSE’s), Solution Architects, Business Consultants, Professional Services and/or Partners on complex opportunities. Capture and manage customer requirements through the Consulting System Engineering Team to Product Management.
• Support PreSales, Sales & Channel enablement activities and events.

Required Skills:

• Minimum of 5 years’ experience in pre-sales support with proven success.
• Expert level knowledge in networking (LAN, WIFI, WAN, SDN, routing, switching), and network security (Next-Gen Firewalls, Intrusion Detection, encryption protocols).

· Strong customer focus to address complex technical and business requirements with a self-motivated, positive attitude. Goal-driven, adapting to shifting priorities, demands and timelines.

• Ability to interface with senior levels of internal / external organizations is required.
• Expert level verbal & written communication, presentation, prioritization, and interpersonal skills.
• Deep level experience in installation and configuration of network devices, systems (UNIX/Linux, Windows-based, virtualized and containers), public-clouds, and scripting (ideally Ansible, Terraform, Python with good knowledge of APIs).
• Knowledge of the following domains is a plus:

o Datacenter architectures (e.g. ACI, NSX-T)

o Security Architectures (e.g. Zero Trust, SASE)

o Modern Software Architectures (e.g. DevOps, IaC)

o Cloud Architectures with at least one public cloud specialization

o Security Operations (e.g. Orchestration, Automation, SIEM Tools)

o IT Security standards (e.g. BSI 200-x, ISO2700x, COBIT, NIST) and/or relevant regulations (EU-DSGVO, BDSG, NIS-2/KRITIS).

• Excellent German and English language skills.
• Willingness to travel 20-50% of time.

Education:

• Bachelor’s degree or equivalent experience. Graduate degree preferred.