Jobs at Fortinet in United Arab Emirates, Dubai

Regional Account Manager

In this key role, you will manage, direct and drive direct sales into Commercial Accounts in UAE. 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.

· Bachelor's degree or equivalent, MBA preferred

At Fortinet you will:

· Sell the organization’s products and services through a consultative selling approach and maintains good relationships with key individuals within the accounts.

· Develop strategies and orchestrates company resources to maximize sales volume within assigned accounts.

· Effectively engage and build cooperative relationships with sales resources: System Engineers, Channel, Specialist sales team and executives as required.

Apply if you:

· Have proven track record of enterprise sales experience in hi tech industry (preferably Cyber Security and Networking) developing strategic customer relationships.

• 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

Key Responsibilities

• Develop end user relationship in order to drive the renewals process within assigned accounts.
• Develop and qualify new lead opportunities to drive increased revenue opportunity in specific target vertical markets
• Generating prospective customers through “warm and cold calling” and lead qualification from marketing leads, telemarketing services, and web
• Build relationships with specific channel partners who are relevant to your accounts and opportunities.
• Accurate management of all leads, opportunities and associated data via the CRM tool – Salesforce.com (SFDC), and update all activity within SFDC.
• Develop, learn and communicate specific sales propositions to end user customers.
• Attainment of all set targets and achievement of KPI’s.
• Keeps up-to-date knowledge of the industry, as well as the competitive posture of the company
• Joint strategic and tactical planning with your Account Manager.
• Provide all other tasks associated with account management – arrangement of evaluations, licenses, renewals and quotations to name a few.
• Provide accurate forecasting along with your Account Manager, and be able to provide a forecast of your business while your Account Manager is absent
• Manage the end to end sales cycle on all smaller opportunities, including the management of “renewals”.
• Take ownership of specific marketing campaigns which are being run for your region/accounts, utilizing the Telemarketing Team for initial calling. Be able to feedback the success to the broader sales and marketing team.
• “Stand-in” cover for when your account manager is out of the business. This will include, but not limited to forecast reviews, QBR’s and being available as the first point of contact for your accounts and channel partners.

Required Skills and Experience

• A proven sales track record within an inside sales role ideally within the IT Industry – security, networking or hardware
• SFDC/Salesforce.com knowledge advantageous
• Experience in B2B sales
• Must be motivated, a self-starter, and be able to deal with ambiguity.
• Hunter type mentality
• Excellent communications capabilities
• Goal orientated with the ability to exceed targets and KPI’s
• Self-confident with the ability to work in a fast pace environment
• Able to work independently as well as part of a team

Key Responsibilities

• Develop channel partner relationship in order to drive the renewals process within assigned accounts.
• Develop and qualify new lead opportunities to drive increased revenue opportunity in specific target vertical markets
• Generating prospective customers through “warm and cold calling” and lead qualification from marketing leads, telemarketing services, and web
• Build relationships with specific channel partners who are relevant to your accounts and opportunities.
• Accurate management of all leads, opportunities and associated data via the CRM tool – Salesforce.com (SFDC), and update all activity within SFDC.
• Develop, learn and communicate specific sales propositions to end user customers.
• Attainment of all set targets and achievement of KPI’s.
• Keeps up-to-date knowledge of the industry, as well as the competitive posture of the company
• Joint strategic and tactical planning with your Account Manager.
• Provide all other tasks associated with account management – arrangement of evaluations, licenses, renewals and quotations to name a few.
• Provide accurate forecasting along with your Channel Manager, and be able to provide a forecast of your business while your Channel Manager is absent
• Manage the end to end sales cycle on all smaller opportunities, including the management of “renewals”.
• Take ownership of specific marketing campaigns which are being run for your region/accounts, utilizing the Telemarketing Team for initial calling. Be able to feedback the success to the broader sales and marketing team.
• “Stand-in” cover for when your account manager is out of the business. This will include, but not limited to forecast reviews, QBR’s and being available as the first point of contact for your accounts and channel partners.

Required Skills and Experience

• A proven sales track record within an inside sales role ideally within the IT Industry – security, networking or hardware
• SFDC/Salesforce.com knowledge advantageous
• Experience in B2B sales
• Must be motivated, a self-starter, and be able to deal with ambiguity.
• Hunter type mentality
• Excellent communications capabilities
• Goal orientated with the ability to exceed targets and KPI’s
• Self-confident with the ability to work in a fast pace environment
• Able to work independently as well as part of a team

Experience:0-3 Years

Position:Hybrid (3 days on-site/ 2 days remote)

Knowledge of French/Arabic will be a plus

As a BDR, you will:

• Learn and demonstrate a fundamental understanding of Fortinet’s technology in order to articulate our value proposition to decision-makers, as well as being able to successfully manage and overcome objections.
• Research customers, identify decision makers, educate prospects and qualify buying interest and sense of urgency.
• Prospecting into multiple organizations via calling, networking and e-mail, with the help of cutting-edge digital platforms for intent based leads such as Bombora and 6Sense, and contact discovery using LinkedIn Sales Navigator, Discover.org, and other digital tools and Internet sources, to build and maintain a high-quality lead pipeline.
• Schedule well qualified appointments with key decision makers within targeted companies.
• Meet and exceed daily and weekly call goals, as well as deliver a high quantity of well-qualified sales opportunities.
• Maintain accurate activity, contact, and account information of all customers and prospects in our CRM (Salesforce).
• Work closely with Sales, Marketing and other Fortinet business functions in the development of strategic sales approaches.

Requirements:

• Self-starter with positive and energetic phone skills, excellent listening skills, strong writing and presentation skills
• Excellent organization skills, attention to detail, customer focus, and highly data-driven are musts
• Basic knowledge in IT or cybersecurity
• Ability to work in a high-energy sales team environment; phenomenal and collaborative teammate
• Ability to prioritize and manage multiple responsibilities
• Prior experience in South African region would be preferred

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

Experience:0-3 Years

Hybrid (3 days on-site/ 2 days remote)

As a BDR, you will:

• Learn and demonstrate a fundamental understanding of Fortinet’s technology in order to articulate our value proposition to decision-makers, as well as being able to successfully manage and overcome objections.
• Research customers, identify decision makers, educate prospects and qualify buying interest and sense of urgency.
• Prospecting into multiple organizations via calling, networking and e-mail, with the help of cutting-edge digital platforms for intent based leads such as Bombora and 6Sense, and contact discovery using LinkedIn Sales Navigator, Discover.org, and other digital tools and Internet sources, to build and maintain a high-quality lead pipeline.
• Schedule well qualified appointments with key decision makers within targeted companies.
• Meet and exceed daily and weekly call goals, as well as deliver a high quantity of well-qualified sales opportunities.
• Maintain accurate activity, contact, and account information of all customers and prospects in our CRM (Salesforce).
• Work closely with Sales, Marketing and other Fortinet business functions in the development of strategic sales approaches.

Requirements:

• Self-starter with positive and energetic phone skills, excellent listening skills, strong writing and presentation skills
• Excellent organization skills, attention to detail, customer focus, and highly data-driven are musts Basic knowledge in IT or cybersecurity
• Ability to work in a high-energy sales team environment; phenomenal and collaborative teammate
• Ability to prioritize and manage multiple responsibilities

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

Responsibilities

• Engage with Enterprise Sales teams to build account specific AppSec opportunities
• Participate account planning sessions and take ownership on related call to actions
• Build revenue and non-revenue business plans with Enterprise and regional sales districts
• Collaborate with Channel BDM and EMEA team to align AppSec Sales initiatives to / with Channel and EMEA priorities
• Provide ongoing sales trainings to Enterprise sales team
• Partner with Fortinet marketing and engineering teams to drive revenue growth within region
• Carry quarterly and annual revenue targets

Required Skills

• 5+ years large account or enterprise selling experience
• 3+ years Application Delivery Controllers and WAF service selling experience
• Additional business development experience preferred
• Strong understanding on how to address customers buying centers
• Experience in building business and marketing plans with sales teams
• Excellent presentation skills to executives & individual contributors
• Excellent written and verbal communication skills
• Candidate must thrive in a fast-paced, ever-changing environment
• Competitive, Self-starter, Hunter-type mentality
• College or University degree preferred
• Language: Arabic & English at professional level