Major Accounts Manager - Large Enterprise jobs at Fortinet in Israel

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 MAMs, Technical Sales Engineers, and Consulting Professionals
• Consistently builds and delivers on an accurate territory pipeline
• Develops and manage the relationship with the Fortinet BDR team

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
• Fluency in English is a must.

You will:

• Be responsible for the achievement of quarterly & annual sales targets
• Assist Account Managers in qualifying services opportunities
• Provide reporting of sales activity and accurate short- and medium-term revenue forecasts
• Participate in and initiate Services update communications through various media including newsletters and webinars
• Identify new opportunities for Service offering development and work with our delivery and commercial teams to bring new services to market
• Collaborate with peers in the European Advanced Services sales team to share experience, best practise and contribute to sales growth planning activity and initiatives.

The successful candidate will be required to assist the sales teams in presenting to customers in order to communicate the relevance and business value associated with Fortinet Advanced Services. The role will not include account management responsibilities but does require opportunity assistance on a case by case basis.

Channel and Partner Training

You will be expected to proactively identify opportunities to provide services offering and sales training for Partners and Resellers and support general channel marketing activity.

Internal Training

This role requires regular engagement with the services group. This will include but not limited to.

• Understanding new service offering requirements
• Assisting in specifying service levels or changes
• Advising on commercial changes within service proposals
• Work with International Emerging Services group to develop Advanced Services sales collateral

Required Achievement, Experience and Ability:

• A proven track record of sales quota achievement
• Fluent English is required with some local Language an advantage
• Demonstrated career stability
• Excellent presentation skills at all levels
• Excellent written and oral communication skills
• The ability to motivate and influence sellers without having direct management authority
• A minimum of 8 years of IT Services Selling experience in a major vendor or channel partner.
• Must have the ability to thrive in a high growth, fast paced and rapidly evolving environment.
• Self-motivated, quick thinking and the confidence to take well informed risks to grow the business

Role Overview:

our strategic partners.

As a Channel Account Manager, you willbe a key contributor to the revenue growth of the region, and the company growth targets. You will be accountable to manage strategic partnerships, spearheading new business development and successfully developing alliances with key solution provider accounts.

• Manage key Fortinet partners and end users in the region.
• Build revenue and non-revenue business plans with these partners.
• Motivate, educate and train partners in Fortinet products and technologies.
• Build marketing plans to drive incremental sales pipeline and revenues with development funds.
• Act as a channel strategist to regional sales managers within region.
• Collaborate with Fortinet marketing and engineering teams to drive revenue growth within region.
• Provide geographic channel coverage for the region.
• Carry quarterly and annual revenue targets.

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

• A proven background in Channel sales and territory management in networking or security sectors.
• Experience of building successful business and marketing plans with partners, specifically focused on the Enterprise market.
• Experienced in delivering sales training, and experience in working in a fast-paced environment with revenue responsibilities.
• Possess excellent presentation skills to executives & individual contributors.
• Thrive in a fast-paced, ever-changing environment.
• Are a competitive, self-starter, Hunter-type mentality.

Role Overview:

In this key role, you will manage and influence customers in their adoption and Go-To-Market strategy to deploy Secure Access Service Edge (SASE). You will implement and execute a successful plan focused on attaining the expected revenue growth and reinforce the Fortinet footprint by adding SASE to their portfolio. You will develop executive relationships with key decisions makers in our key Enterprise, SPs/MSSPs and leverage these relationships to influence decisions in our favor and keep our leadership a step ahead. You will coordinate with various appropriate internal and external groups to achieve your goals and manage this value chain.

Your Responsibilities:

• Exceed expected growth and Revenue quotas
• Define the successful go to market plan aligned with the company strategy and goals
• Maximize Fortinet opportunity while providing value added solutions for Large Enterprises, SPS & MSSPs
• Enable the Enterprise, SPs and MSSPS field rep
• Develops relationships with key decision makers, influencers and partners up to CxO levels
• Travels within assigned territory is required

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

• Extensive experience in technology sales and/or business development
• Proven ability to sell solutions to Large Enterprises, SPs & MSSPs
• Very good understanding of Large Enterprises, SPs environments as well as Enterprise architecture and digital transformation
• A proven track record of significant over-quota achievement and demonstrated career stability
• Experience in closing large deals
• Able to present and communicate with a large audience with a good level of influence
• Excellent presentation skills to executives & individual contributors
• Excellent written and verbal communication skills
• Act as a team player

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.
• Fluency in English is a must.

As a Major Accounts Manager, you will:

• Play an integral role in new business pitches, foster long-term relationships, act as a catalyst in negotiating business terms to achieve enterprise-wide deployments of Fortinet solutions and deliver meaningful results for all parties involved.
• Effectively on-board new clients and proactively focus on growing and developing existing accounts.
• Generate a robust sales pipeline, qualify opportunities, and provide accurate forecasts.
• Collaborate with internal teams to deliver contract bids, proposals, RFI/RFP responses, and Statements of Work that reflect our commitment to excellence.

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

• Experience in selling enterprise network security solutions and services to large and complex organizations
• Ability to move deals through the sales cycle, with a proven record of accomplishment of closing large deals and exceeding targets
• Strong presentation, influencing, and cultural fluency skills effective for executive audiences
• Excellent written and verbal communication skills

We encourage candidates from all backgrounds and identities to apply. We offer a supportive work environment and a competitive Total Rewards package to support you with your overall health and financial well-being.

In this position, you will lead, develop, maintain, boost and automate FortiEDR's platform and infrastructures including our Cloud platforms.

You will be responsible to deliver top tools and technology for our continuous development/deployment practices.

Responsibilities

Build and maintain FortiEDR's platform infrastructure utilizing Terraform, Golang, Python and other scripting languages

Serve as the focal point to support deployment while maintaining system standardization, security, software, and performance

Own and improve FortiEDR build infrastructures, source control, S/W cycle tools, and Continuous Integration/Delivery (including code review)

Responsible for our development environment, S/W licenses, tools’ evaluation, setup, and configuration

Requirements

Proven hands-on experience including ability to design systems end to end.

Experience with configuration management ( e.g. Ansible ) and orchestration ( e.g. terraform )

Hands-on experience with monitoring systems (Prometheus and Grafana).

Experience with Cloud (preferably Google Cloud, but not a must)

Virtualization, and containerization infrastructures (Docker, Kubernetes, GKE )

Proven experience in various environments and platforms (e.g. Linux, Windows, OSX)

Experience with CI/CD frameworks (e.g. GitLab, Jenkins) and bug tracking systems (e.g. JIRA)

Advantages

Flexibility and Versatility – the position requires dealing with a wide range of environments, technologies & programming languages and multiple teams.

Familiarity with Databases (Postgres, MySQL and etc.).

Familiarity with NoSQL (Elasticsearch, Mongo and etc).