Specialist Se Cloud - jobs at Fortinet in Netherlands, Utrecht

Your Key Responsibilities

• Pre-sales - assist in qualifying sales leads from a technical standpoint, of Cloud. This could also include the cyber security compliance, laws, regulations, etc. that map to our Fortinet products.
• Sales calls - be the main technical resource on sales calls and answer/ educate the customer on issues ranging from features, specifications, and functionality to integration.
• Conversant with Cloud, Information Technology, L1 to L7 networking, cyber security applications and solutions.
• Generate incremental Cloud revenue and growth through key partners and the broader channel.
• Establish productive, professional relationships with key personnel, decision makers and influencers in customers, partners, alliances, and Fabric-Ready-Partners.
• Manage your time effectively when working on multiple deals simultaneously, ensuring a positive customer experience is maintained.
• Maintain accurate activity, contact, and account technical information of all customers and prospects in our CRM.
• Input into the development of ICS oriented solutions and services.
• Identify and drive early engagement/alignment on large Cloud projects.

Required Skills & Experience

• Hands-on experience with Cloud solutions
• Experience in technical/pre-sales support as a sales and/or systems engineer
• Experience in LAN/WAN/Internet services administration
• Knowledge of the key Industrial Security Policies, Standards, and Guidelines (IEC 62443, NIST CSF, CIS Top 20, ISO 27XXX, NERC-CIP)
• Strong understanding of DNS and NFS, SMTP, HTTP, TCP/IP
• Knowledge of the following technologies: Routing, Switching, VPN, LAN, WAN, Network Security, Intrusion Detection, and Anti Virus.
• Experience with encryption and authentication technologies required
• Experience in building business with customers and partners.
• Excellent written and verbal communication skills and able to speak English fluently.
• Excellent presentation skills.
• Excellent planning, organizational and coordination skills.
• Candidate must thrive in a fast-paced, ever-changing environment.
• Self-starter, team player.

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.

With us you will

• Lead all technical aspects of a sales cycle related to SASE/SecOps with a wide variety of customers, from the initial RFIs, through to RFPs & RFQs when required. This includes the project management and active participation in POCs in partnership with the relevant teams both internally and within the customer and/or commercial partner.
• Have the ability to listen and to understand the technical requirements of the customer, reading between the lines to build a solution, which outperforms the competitor offering.
• Be the primary technical point of contact for the customer(s) and partners in close collaboration with your sales partner.
• Continuously strive to improve knowledge around the Fortinet products and solutions, along with maintaining a deep understanding of the competitive landscape and Fortinet’s ability to provide long lasting protection against the ever-evolving threats.
• Have a strong ability to position Fortinet solutions to the customer, whether this be remotely or in person. This requires strong communication skills and the ability to confidently present through whiteboarding, technical white papers, technical plans or customer discussions.
• Manage your time effectively when working on multiple deals simultaneously, ensuring a positive customer experience is maintained.
• Maintain accurate activity, contact, and account technical information of all customers and prospects in our CRM (Salesforce).

Apply if you

• Have experience working across SASE/SecOps (a must)
• Are currently or have previously worked in a pre-sales engineer role, managing end-to-end technical aspects of deals, through to technical closure.
• Can demonstrate your problem solving skills and how this has impacted key wins within your current organisation.
• Understand and can demonstrate your ability to build and maintain customer relationships, including your ability to effectively communicate technically to a range of both external and internal stakeholders.

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.

Over time, there will be more and more Fortinet partners/customers whom have legacy infrastructure to run their workloads, but want to transform into the new agile, digital world. To ensure there is a stronger “pull” towards new world over legacy (ensuring long term customer/journey and revenues), we would need a BDM whose primary focus is on the digital world but also has legacy world experience. From an outside perspective, this will look smooth and consistent to our partners/customers/prospects.

• Overall sales/technical expertise
• Has held various roles across numerous sectors and consultancy experience desirable
• Success track record in growing business in an international IT vendor
• Whilst big organization experience is desirable for our high growth ambition, we require other more important factors relating to a new, digital world BDM role: in our mind, a BDM whom specializes in Cloud and everything encapsulating
  the new, digital world must possess the following skills/experience/qualities because they will be engaging with our future partner/prospects/customers and selling the future digital vision:
• Qualified and expertise in a public cloud such as AWS or Azure or GCP and most importantly, understand new world approach to fault tolerance, resilient architectures (high availability, fail over, DR) etc..;
• Understanding of modern methodologies and movements such as: design thinking, agile and lean business models as this is even more important to partners/customers and proposals;
• Understanding of current and in future technologies such as: AI such as machine learning, container security etc…;
• Experience in big complex digital transformations
• Understand Innovation, how to enable innovation (different approach for each partner/customer) and how this leads to differentiation and market disruption

Responsibilities/Accountabilities

• Lead the development of an effective portfolio business plan outlining the strategy for success and maximising revenues.
• Responsible for ensuring partner/customer satisfaction is maintained at the highest levels.
• Develop account plans that focus on client relationship development and account growth/retention within install base and net new customers/partners.
• Find and develop profitable new accounts and business opportunities within a channel driven mentality.
• Manage and develop a long-term sustainable pipeline of new deals, into both install base and net new parterns/customers.
• Map, build and deploy a long term relationship with the Public Cloud Vendors (Microsoft, Google, AWS, Oracle, Alibaba…)
• Achieve the revenue targets set out, build pro-active plans generating pipeline.
• Maintain close knowledge of the client’s business and Fortinets’ service portfolio to ensure alignment of appropriate up selling and cross selling of Fortinet solutions.
• Produce workable quarterly/annual business and activity plans for the region and/or market segment and develop profit improvement plans to justify the value of our solutions/services to our partners/customers.
• Record and maintain all relevant information regarding partner/customers and contacts, prospects and suspects in Salesforce.
• Ensure full communication of Fortinets’ sales & marketing objectives to all partners/customers/accounts.
• Ensure that the public cloud sales pipeline model is kept updated by providing timely and accurate forecasting and pipeline information.
• Develop and maintain partner/customer relationships at multiple levels including problem solving and formulation of response to immediate and future partner/customer requirements.
• Works with third party advisory organisations and attends third party vendor meetings.
• Prepare and deliver sales proposals and presentations.
• Prepare partner/customer/ alliance or account planning documents for specific services and solutions.

Skills/Experience

• Minimum 5-year demonstrable record of accomplishment in selling complex outsourcing and managed service solutions to the enterprise and mid-market within a channel driven mentality
• Strong understanding of workspace, cloud and managed service solutions.
• Proven track record of winning, leading and implementing complex deals
• Experience selling solutions incorporating cloud, connectivity and technologies.
• Ability to construct innovative deals that play to Fortinets’ strengths, both meeting and exceeding client expectations.
• Understanding of organisational navigation: ability to get things done in a complex environment both externally and internally.
• Strong problem solving and negotiating skills at Director level.
• Strong planning and organisation skills, and compelling presentation skills.
• Be used to working in high pressure environments, on your own and as part of a team.
• Broad understanding of the Information Technology marketplace.
• A proven network of senior level (Director and above) contacts
• Strong interpersonal skills, able to build trust and long-term relationships within the client organisation.
• Proactive change agent, able to understand both the client’s and Fortinets’ business requirements to achieve a win-win outcome.

Qualification/Certification requirements

• Graduate level (preferred) or through proven experience / reference
• Appropriate Sales and negotiation abilities
• Project Management experience would be beneficial.