Business Development Manager - Ot jobs at Fortinet in Sweden

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
• Serves 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
• Travels within assigned territory is required

Required Skills:

• 5+ years technology selling experience managing a team
• 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 one of the following : 1) Firewall/VPN, 2) AV 3) IDS/IDP
• Excellent presentation skills to executives & individual contributors
• Excellent written and verbal communication skills
• Goal oriented individual, with vast interpersonal managerial skills, strong business acumen and positive leadership abilities with proven results in mentoring, motivating and developing teams.

Education:

• Bachelor's degree or equivalent, MBA preferred.

Place: Sweden

Role description:

About the Role

As a SASE BDM, you will:

• Drive and own SASE revenue growth in your region, supporting Field Sales with strategic customer engagements.
• Position Fortinet’s hybrid SASE offering as a transformational security approach, aligning with digital transformation, hybrid workforces, and cloud-first strategies.
• Collaborate cross-functionally with sales, engineering, and marketing to craft compelling value propositions for Fortinet’s SASE and SD-WAN solutions.
• Identify and develop opportunities where customers face challenges with secure access, policy enforcement, and legacy infrastructure.
• Engage directly with customers , from CIOs to architects, to help define and guide their SASE journey with Fortinet.

Key Qualifications

• Strong understanding of SASE, SD-WAN, ZTNA, and cloud-delivered security services.
• Proven track record of success in security sales, business development, or solution selling.
• Ability to articulate technical and business benefits of unified security platforms.
• Passion for customer success and digital transformation enablement.
  

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
• 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 partners/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.

Job Responsibilities

• Establish productive, professional relationships with key personnel in assigned Silver and Gold level partner accounts
• Build a plan for partner enablement and training in assigned territory for key partners
• Coordinates the involvement of company personnel, including support, service and management resources in order to meet partner performance objectives and partner’s expectations
• Assume full responsibility for accurate sales forecasting by demonstrating an in-depth knowledge of sales cycle and update SalesForce accordingly
• Meet and exceed sales quotas and revenue goals
• Proactively leads a joint partner planning process that develops mutual performance objectives, critical milestones (e.g. training certification) in conjunction with Distribution resources (sales, support, etc)
• Ability to work in a high volume low-end and mid-market sector
• Manages potential channel conflict by fostering excellent communication internally and externally and through strict adherence to Fortinet’s channel program guidelines
• Drives sales of new technology adoption in assigned territory
• Proactively recruits new qualifying partners

Job Experience Required

• 3+ years channel sales and territory management in networking or security sectors
• Experience building business and marketing plans with partners
• Experience with the Distribution channel model
• Experience in sales forecasting, opportunity identification and drive to close
• Excellent written and verbal communication skills and able to speak English fluently
• Excellent presentation skills
• Candidate must thrive in a fast-paced, ever-changing environment
• Competitive, self-starter, team player

Channel Sales Account Manager GSI - Nordics

Reporting into the Director Global Alliances in Nordics, this role will be to drive incremental revenue growth and own the Nordic partner relationship with key GSI’s like: Accenture, CapGemini, Kyndryl, TechMahindra, HCL, TCS, DXC …

Key Role Responsibilities:

• Generate incremental revenue and growth through the assigned partners.
• Own Nordic GSI partner plans for each account, focusing on growth initiatives and areas such as marketing, enablement, executive engagement/peering, solution creation and sales execution.
• Collaborate closely with Fortinet’s global and EMEA Alliances teams. Aligning with the overall strategy and executing local initiatives.
• Maximise Fortinet’s presence, visibility and influence.
• Establish productive, professional relationships with key personnel.
• Understand each partner’s core value proposition and go to market strategy.
• Input into the development of solutions & services.
• Build repeatable and embedded propositions, where appropriate.
• Identify and drive early engagement/alignment on large projects.
• Coordinate the involvement of company personnel, including EMEA/Global Account teams, sales, SE, support, service and management resources in order to meet the GSI partner performance objectives and partner’s expectations.
• Assume full responsibility for accurate sales forecasting by demonstrating an in-depth knowledge of the sales cycle with insight into key opportunities and regular reporting
• Meet and exceed sales quotas and revenue goals.

Job Experience Required

• 5+ years channel sales and territory management in networking or security sectors.
• Experience building successful business and marketing plans.
• Experience in the GSI space, either working for a GSI or managing a GSI relationship at a partner.
• Sales forecasting, opportunity identification and drive to close.
• Excellent written and verbal communication skills and able to speak any of the Nordic languages and English fluently.
• Excellent presentation skills.
• Candidate must thrive in a fast-paced, ever-changing environment.
• Competitive, self-starter, team player.

Major Account Manager

In this key role, you will manage, direct and drive direct sales into defense industry. 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 defense industry 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 defense institutions
• Serves as lead contact responsible for the flow of information to/from executive management
• 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 pipeline
• Travels within Sweden is required

Required Skills:

• Proven ability to sell solutions to the public defense institutions
• 5+ years technology selling experience
• 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 one of the following: 1) Firewall/VPN, 2) AV 3) IDS/IDP
• Excellent presentation skills to executives & individual contributors
• Excellent written and verbal communication skills
• Experience in planning, structuring and writing client proposals
• Goal oriented individual, with strong business acumen
• Ideally, you have been security cleared.
• Ideally, you have a background in the defense industry or law enforcement

Education:

• Bachelor's degree or equivalent, MBA preferred.