Global Alliance Manager - Accenture jobs at Fortinet in United States, Chicago

Responsibilities:

• Manage key Fortinet partners in the MSSP Program.
• Develop and expand Fortinet footprint within these defined list of MSSP partners.
• Build revenue and non-revenue business plans with these partners.
• Provide ongoing sales and technical trainings to these partners.
• Build marketing plans to drive incremental sales pipeline and revenues with development funds.
• Act as key channel strategist to all sales managers within Fortinet.
• Partner with Fortinet marketing and engineering teams to drive revenue growth.
• Guide MSSP partners through the MSSP Offer Development program.
• Pursue new service enablement of Fortinet products within the partner’s service offering.
• Deliver quarterly and annual revenue targets.
• 50 – 60% travel required.

Required Skills

• 5+ years channel sales, business development or territory management, and ideally 3+ years direct sales role in networking or security sectors.
• Experience building business and marketing plans with partners.
• Knowledge of Managed Security Services Providers and how they operate.
• Must have experience in delivering sales trainings, and experience in working in a fast pace environment with revenue responsibilities.
• 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 required

Wage ranges are based on various factors including the labor market, job type, and job level. On target earnings for this position is expected to be $228,000 - $253,000 per year. Exact salary offers will be determined by factors such as the candidate's subject knowledge, skill level, qualifications, experience, and geographic location.

Responsibilities:

• Manage a defined list of Fortinet partners in the US region.
• Implement annual/quarterly business plans to drive incremental growth, achieve goals and exceed quarterly and annual revenue targets / quotas.
• Develop and manage relationships with key executives, decision makers, influencers at each assigned account and internally at Fortinet.
• Understand the partner's business and help the partner align mutual goals and KPIs.
• Act as a liaison between the Fortinet sales teams (Enterprise, Commercial, SLED, and SMB) and the assigned partners.
• Work with partner to recruit and identify new end customer opportunities.
• Act as key channel strategist to Tier 2 & 3 - DLB CAMs and inside sales reps (ISRs).
• Provide ongoing sales and technical trainings to assigned partners to increase assigned account knowledge relative to Fortinet product, support, services, resources and competitive differentiators.
• Generate detailed, clear, and accurate forecasts, data analysis, and reporting as required.
• Ability to travel up to 50%

Required Skills

• 3+ years channel sales and/or territory management in cybersecurity or networking sectors.
• Experience building and executing on business plans with partners.
• Experience in delivering sales trainings and experience in working in a fast-paced environment with revenue responsibilities.
• Be a proactive self-starter, problem-solver, competitor, and hold themselves and others accountable to company standards.
• Excellent presentation skills to executives & individual contributors
• Excellent communication skills: communication must be clear, concise, and convincing, whether verbal or written.
• Be able to read and understand all sorts of people and connect meaningfully with various personalities. Have the ability to adjust accordingly to various interpersonal situations.
• Be able to lead and support change when necessary. The CAM can respectfully challenge the status quo and provide data when required.
• Knowledge of Salesforce.com and Tableau (preferred).
• BS/BA degree in Business Administration, Marketing or related field (preferred).

Wage ranges are based on various factors including the labor market, job type, and job level. On target earnings for this position is expected to be $134,000 - $220,000 per year. Exact salary offers will be determined by factors such as the candidate's subject knowledge, skill level, qualifications, experience, and geographic location.

Responsibilities:

• Meet or exceed all assigned quotas and targets while forecasting weekly, monthly and quarterly revenues for the assigned account set and overall territory
• Meet or exceed the required number of face-to-face meetings each month with customers and partners in territory to identify new opportunities and grow existing opportunities.
• Full participation in all team activities for enablement, forecasting, partner updates, partner sales efforts and recognition.
• Create and track sales opportunities (leads, renewals, deal registrations and quotes in Salesforce.com)
• Address any customer satisfaction issues and/or requests in a timely manner
• Drive sales cycles to close while establishing relationships and credibility, and provide necessary presales support for prospects & customers.
• Work closely with your local Channel Account Manager (CAM) and our reseller partner network to drive deals, increase revenue, and enable channel partners’ success in the Mid-Market segment.
• Follow up on inbound, web and corporate event leads
• Accept inbound and perform outbound prospecting activities to identify new sales opportunities.
• Meet and exceed the sales activity metrics designed to make you productive and successful.
• Lead customer presentation and demos via online tools (GO TO MEETING)
• Perform ongoing analysis and report on opportunities that are supported
• Act as a liaison between partner, customers, and appropriate Fortinet team members
• Perform other duties and projects, as assigned to support the growth or our business
• Execute the role with the utmost professionalism and in a way that aligns to Fortinet’s core values

Required Qualifications:

• Bachelor’s degree
• Coachable and flexible
• 1+ years of field sales experience in the B2B technology space
• Working knowledge of the businesses and partners in the local territory
• Ability to run productive customer-facing and partner-facing meetings while providing timely and relevant written follow up
• A proven track record of meeting and exceeding sales quotas and targets
• Understanding of the sales cycle in conjunction with business processes internally and externally
• Ability to manage and drive sales cycles from start to finish, which includes experience with managing and forecasting individual quota
• Self-driven and able to manage a diverse, high volume workload
• Ability to quickly build productive relationships in a fast-paced, high-performance environment
• Be computer savvy
• Excellent written, verbal and presentation skills
• Well organized with effective time and activity management skills
• Ability to apply entrepreneurial strengths in a driven, forward-thinking manner
• Ability to close business while achieving a high level of customer and partner satisfaction
• Execute the role with the utmost professionalism and in a way that aligns to Fortinet’s core values
• The Regional Account Manager is required to spend more than 50% of their time outside of their office or home office engaged in selling, including travel as needed to make a sale.

Preferred Qualifications

• Public/private cloud experience is a plus
• Experience with multi-tier distribution a plus.
• Experience in networking, security and/or public/private cloud a plus

Wage ranges are based on various factors including the labor market, job type, and job level. On target earnings for this position is expected to be $154,100 - $168,200 per year. Exact salary offers will be determined by factors such as the candidate's subject knowledge, skill level, qualifications, experience, and geographic location.

What you'll bring

• Three (3) to Five (5) years’ experience in event and trade show management
• Manages execution of customer experiences, such as: creative projects, events, and community engagement efforts
• Coordinates logistics for all owned events, including registration and attendee tracking, presentation and materials support and pre- and post-event follow-up coordination
• Coordinates facility, exhibit set-up, equipment, and catering requirements
• Experience in virtual event management
• Tracking project outcomes including list management and upload into appropriate systems and outcomes by each campaign
• Ability to work collaboratively and act independently
• Creative strategies for generating actionable leads at key trade shows
• Comfortable attitude developing and managing timelines, budgets, briefs, project plans, etc.
• Understanding of the key drivers of successful event execution in digital, physical, and hybrid mediums including broadcast experience
• Ability to demonstrate how events align with and make an impact on Fortinet’s key business drivers
• Experience using the latest event technologies, including streaming platforms, registration and participant management platforms, agenda management tools, recording and editing tools, event promotion tools, project and resource management tools, and tools for live event engagement (polls, Q&As, etc.).
• Polished skills to work in a highly matrixed environment and influence outcomes at all levels of the organization
• Enthusiasm to thrive in an environment of rapid change, moving targets, limited resources, and cross-functional dependencies
• Fanatic excitement for all things events

How you will succeed

• Drive innovative, data-driven event experiences in the new world (post-pandemic) of events (trade show, conferences and virtual)
• Design creative and inspired event experiences that impress and engage our audiences, including concept, vision, communication strategies that leads to registration, event tech, logistics, and budgeting
• Develop and foster stakeholder trust by initiating and nurturing strong cross-functional partnerships
• Deploy proven strategies for best-in-class event design, whether in-person, virtual or hybrid
• Deliver flawless implementation of event operations with teammates, partners, and stakeholders
• Direct resources to deliver against competing event schedules. Identify and problem solve resourcing risks.
• Develop and own relationships with internal stakeholders, agencies, and vendors to ensure best-in-class work is consistently delivered.
• Demonstrate measurable business impact based on the goals outlined for each experience.
• Decipher post-event analytics and data into recommendations for best practices.
• Stay ahead of the latest experiential innovations in the industry.

The role requires a strong ability to drive outcomes and to cultivate differences by welcoming diverse perspectives and solutions. This position will work on confidential and sensitive projects, requiring discretion and good judgment.

What it takes:

• Experience with event planning (minimum of 3 years), including trade shows, conferences, and online/virtual events.
• Works well with all levels, from wait staff to executives.
• Able to conceptualize the experience of an event and then bring it to life
• Desire to gain customer event experience
• Strong communication skills with attention to detail
• Independent thinker, self-starter and passionate about marketing
• Bachelor’s degree or equivalent experience required
• 40% travel

The NAM will drive contact and relationships with customers (new and established), meet sales objectives and targets, move prospects through the discovery and proof-of-concept phases, and meet established sales goals and quota per plan objectives. They will develop and execute strategies and sales tactics in the following areas: territory planning, outbound lead generation, relationship development, pricing, negotiations, closing, and managing contracts. You will be required to diligently track all customer interactions in our CRM system and maintain a disciplined sales process and forecast hygiene.

Role Responsibilities:

• Drive growth across Fortinet’s [
  AI-Driven SecOps | Unified SASE | CNAPP
  ] business through external customer engagement as well as enablement of regional field sales teams.
• Understand the business goals of our partners, customers, and prospects to effectively communicate our market strategy.
• Drive pipeline development of 3-5X assigned quota.
• Maintain a high level of daily activity including end-user calls, partner calls, and field sales cadence calls.
• Qualify new opportunities, overcome objections, competitively position, negotiate and close business over the phone, via Zoom and in-person.
• Learn the Fortinet products to confidently demo the platform to customers.
• Execute a highly disciplined and metric-driven sales process.
• Provide accurate sales forecasts and activity metrics in CRM.
• Maintain a high level of relevant technical & industry knowledge.
• The NAM is required to spend more than 50% of their time outside of their office or home office engaged in selling, including travel as needed to make a sale.

Role Experience & Qualifications:

• BA/BS required.
• 5+ years of experience in an individual quota carrying capacity.
• Experience in a high-velocity, monthly-driven SaaS environment.
• Experience selling security and application monitoring solutions
• Experience managing the entire sales cycle from prospecting to close.
• Proven ability to independently manage, develop, and close new customers.
• Successful track record and driving consistent activity, pipeline development and quota achievement.
• Expertise in a disciplined sales process, forecasting, and qualification methodologies.
• Highly motivated, driven and self-directed individual with grit.
• Excellent communication, persuasive, and listening skills.

Wage ranges are based on various factors including the labor market, job type, and job level. On target earnings for this position is expected to be $288,700 - $320,000 per year. Exact salary offers will be determined by factors such as the candidate's subject knowledge, skill level, qualifications, experience, and geographic location.

As a key player, you will be responsible for creating and implementing strategic, cybersecurity solutions account plans, focusing on securing enterprise-wide deployments of cutting-edge Fortinet products and services. Build and nurture executive relationships, leveraging them to propel successful sales processes.

Key Responsibilities:

• Generate and manage enterprise business opportunities, overseeing the entire sales process through successful closure.
• Achieve quarterly sales goals, consistently delivering on targets.
• Develop a robust sales pipeline, diligently qualifying opportunities, and providing accurate forecasts.

Required Skills:

• 5-8 years of proven sales experience, specializing in Fortune 1000 Major Accounts.
• Minimum 3 years of successful enterprise network security product and service sales.
• Track record of achieving sales quotas and maintaining career stability.
• Proficient in closing large deals.
• Exceptional presentation skills tailored to both executives and individual contributors.
• Outstanding written and verbal communication skills.
• Self-motivated, independent thinker capable of navigating deals through the selling cycle.
• Thrive in a fast-paced, dynamic environment.
• Competitive, self-starter with a hunter mentality.
• The Major Account Manager – Enterprise is required to customarily and regularly work outside of their office or home office engaged in selling, including travel as needed to make a sale.

Education:

• Bachelor's degree or equivalent experience; graduate degree preferred.

Wage ranges are based on various factors including the labor market, job type, and job level. On target earnings for this position is expected to be $300,000 - $325,000 per year. Exact salary offers will be determined by factors such as the candidate's subject knowledge, skill level, qualifications, experience, and geographic location.

The NAM will drive contact and relationships with customers (new and established), meet sales objectives and targets, move prospects through the discovery and proof-of-concept phases, and meet established sales goals and quota per plan objectives. They will develop and execute strategies and sales tactics in the following areas: territory planning, outbound lead generation, relationship development, pricing, negotiations, closing, and managing contracts. You will be required to diligently track all customer interactions in our CRM system and maintain a disciplined sales process and forecast hygiene.

Role Responsibilities:

• Drive growth across Fortinet’s [
  AI-Driven SecOps | Unified SASE | CNAPP
  ] business through external customer engagement as well as enablement of regional field sales teams.
• Understand the business goals of our partners, customers, and prospects to effectively communicate our market strategy.
• Drive pipeline development of 3-5X assigned quota.
• Maintain a high level of daily activity including end-user calls, partner calls, and field sales cadence calls.
• Qualify new opportunities, overcome objections, competitively position, negotiate and close business over the phone, via Zoom and in-person.
• Learn the Fortinet products to confidently demo the platform to customers.
• Execute a highly disciplined and metric-driven sales process.
• Provide accurate sales forecasts and activity metrics in CRM.
• Maintain a high level of relevant technical & industry knowledge.
• The NAM is required to spend more than 50% of their time outside of their office or home office engaged in selling, including travel as needed to make a sale.

Role Experience & Qualifications:

• BA/BS required.
• 5+ years of experience in an individual quota carrying capacity.
• Experience in a high-velocity, monthly-driven SaaS environment.
• Experience selling security and application monitoring solutions
• Experience managing the entire sales cycle from prospecting to close.
• Proven ability to independently manage, develop, and close new customers.
• Successful track record and driving consistent activity, pipeline development and quota achievement.
• Expertise in a disciplined sales process, forecasting, and qualification methodologies.
• Highly motivated, driven and self-directed individual with grit.
• Excellent communication, persuasive, and listening skills.

Wage ranges are based on various factors including the labor market, job type, and job level. On target earnings for this position is expected to be $288,700 - $320,000 per year. Exact salary offers will be determined by factors such as the candidate's subject knowledge, skill level, qualifications, experience, and geographic location.