Major Account Manager Enterprise jobs at Fortinet in United States, Dallas

As a Enterprise 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.
• Travel throughout the territory to support the needs of the business.
• The Major Account Manager 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.

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
• 8+ years of experience selling to Major Enterprise Accounts
• 2+ years of experience selling enterprise network security products and services

Education:

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

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.

As a Regional Named Accounts Manager, you will:

Drive direct sales engagements into a set of Regional Accounts within your assigned territory.

• Create and implement territory plans to achieve deployments of Fortinet solutions to a set of assigned, existing accounts and new logo prospects, within your assigned territory.
• Generate a robust sales pipeline, qualify opportunities, and provide accurate forecasts.
• Develop executive relationships with key buyers and influencers and leverage these relationships to achieve quarterly sales goals.
• The Regional Named Account Manager is required to regularly work outside of their office or home office engaged in selling, including travel as needed to make a sale and support the needs of the business.
• Build and promote the Company’s position as the worldwide leader in Unified Threat Management.

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 network security solutions and services to commercial and complex organizations
• Ability to move deals through the sales cycle, with a proven record of accomplishment of closing large deals and exceeding targets/quotas.
• Strong presentation, influencing, and cultural fluency skills effective for executive audiences.
• Excellent written and verbal communication skills
• 3+ years of experience selling to Named Accounts within the B2B technology space.

BS or equivalent experience

Responsibilities:

• Pre-sales - assist in qualifying sales leads from a technical standpoint.
• Sales calls - be the main technical resource on sales calls and answer or educate the customer and partner on issues ranging from features, specifications and functionality to integration.
• Conversant with networking applications and solutions.
• Post-sales - be the lead technical contact for identified accounts for technical issues and will work closely with the technical support team and engineering to answer, elevate and resolve customer's technical issues.
• Provide assistance to identified customers with post-sales training.
  

Required Skills:

• 5 – 8 years experience in technical/pre-sales support as a sales or systems engineer
• 5 - 7 years experience in LAN/WAN/Internet services administration
• Proven 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.
• Solid understanding in the following technologies and protocols: RADIUS, PKI, IKE, Certificates, L2TP, IPSEC, FIREWALL, 802.1Q, MD5, SSH, SSL, SHA1, DES, 3DES
• Experience with encryption and authentication technologies required
• Exceptional presentation skills
• The Systems Engineer, Majors 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:

• Bachelors Degree or equivalent experience. Graduate Degree favorable

• Generating enterprise business opportunities and managing the sales process through to closure of the sale.
• Achievement of agreed quarterly sales goals.
• Generate a sales pipeline, qualifying opportunities, and accurately forecast pipeline.

• Proven ability to sell solutions to Fortune 1000 Accounts.
• A proven track record of quota achievement and demonstrated career stability
• Experience in closing large deals.
• Excellent presentation skills to executives & individual contributors
• Excellent written and verbal communication skills
• A self-motivated, independent thinker that can move deals through the selling cycle
• Minimum 8 years sales experience selling to Fortune 1000 Major Accounts.
• Minimum 3 years selling enterprise network security products and services.
• Candidate must thrive in a fast-paced, ever-changing environment.
• Competitive, Self-starter, Hunter-type mentality.

• BS or equivalent experience, graduate degree preferred

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