Jobs in Guatemala, Guatemala City

Primary Responsibilities:

• Lead the construction and execution of joint account plans with the commercial areas of Telcos (sales) to generate a sales pipeline, qualify opportunities, and accurately forecast pipeline with two strategies:
• Cross-selling over Telco´s install base.
• New Logos in New Solutions (SASE | SecOps)
• Executing SASE demand generation events with Telco´s Secure Connectivity and SD-WAN customers.
• Support Telcos' sales force in presenting advanced cybersecurity service offerings to their current installed base customers, serving as a specialist sales resource for Telcos' commercial areas.
• Plan and lead business development activities that drive a high conversion rate of opportunities generated in SASE and SecOps with the Telco.
• Conduct QBRs with key stakeholders in Telcos B2B areas (VPs and Telco sales leaders) to present the results of funnel generation activities and provide suggestions for optimization. Include an activity plan for the following quarter - Establish as a trusted advisor to C-Level in Telco structure.
• Present quarterly business results to Fortinet's sales leaders regarding the generated pipeline and the conversion rate obtained, with an analysis containing suggestions and a plan of activities to be executed for the following quarter to optimize and boost results.

Required Skills:

• Experience in Telco and Service Providers market, networking and cybersecurity industry with
  • Experience in B2B sales thru Telcos-MSPs
  • Sales and pre-sales roles
  • Consultancy and/or business development roles
  • Demonstration of executive relationship in the Telcos-MSPs industry (VP B2B, C-Sales)
• Knowledgeable in the following technologies ZTNA, NGFW, Secure SD-WAN, SASE, VPN, Firewall, Anti-Virus, Anti-Spam, Intrusion Prevention, and Content Filtering
• Excellent communicator/speaker including the ability to make engaging and effective presentations to an executive audience
• Previous experience designing business plans and Go-To market strategies
• Proven ability with solution selling with a hunter mentality
• A proven track record of quota achievement and demonstrated career stability
• A self-motivated, independent thinker that can move deals through the selling cycle
• Strong analytical skills to evaluate complex problems to find a systematic approach to gain a quick resolution.
• Effective in a collaborative environment, particularly interacting with product and business professionals
• Ability to work independently with little direction
• Travel will be required in territory

Education:

• Bachelor Degree or equivalent experience. Graduate Degree favorable. MBA preferred.

Language:

• Spanish and English

Responsibilities:

• Support sales activities in Latin America as a strategic and regional technical resource for strategic pre-sales engagements and critical opportunities.
• Conduct technical meetings with customers and resellers to highlight our products and solutions.
• Provide pre-sales technical support to Fortinet field engineers, Fortinet resellers, and distributors to positively influence sales within Latin America.
• Assist Fortinet field engineers in performing technical design of customer security solutions. Recommend the best technical solution for a given scenario to provide quality products and services to Fortinet’s customers.
• Act as a subject-matter expert in pre-sales design reviews regarding his/her product specialization and serve as an authoritative consultant to Field Systems Engineers by providing technical guidance and leadership.
• Participate with SE peers to help design secure IP networks, utilizing and leveraging all aspects of Fortinet’s product line to create superior solutions in competitive environments.
• Provide training to System Engineers at various events worldwide and mentor SE specialists within Virtual Teams.
• Serve as Virtual Team Leader and act as a voice representing the Sales Organization from a technical perspective at various meetings and committees.
• Work closely with Product Management and Engineering to help identify, qualify, and develop features critical to Fortinet’s success.
• Write whitepapers, tech notes, and other high-level technical documentation as required.
• Create technical documents that can help the partner base perform better/quicker/ demonstration demos to effectively show Fortinet’s product strengths.
• Create/Modify/translate presentations as needed to deliver Fortinet’s message to any audience effectively.
• Be part of the internal engineering communities (Tech Teams, Mailing lists) and assist others within or outside the region to make Fortinet more successful.
• Be part of a distributed team of people that shares workload and assignments. A strong sense of teamwork is required.
• Take internal training as needed (including self-training modules) to keep product knowledge as high as possible and be an expert resource for resellers, partners, distributors, and other peers.
• Comply with activity reports and ensure timely communication to the CSE Manager / CSE Director.

Requirements (Knowledge, Skills & Abilities)

• Minimum ten years of technical experience in networking/computing
• Extensive and proven experience designing, building, and supporting advanced security solutions in a customer-facing role. 10+ years of related experience.
• Strong network and security skills, including hands-on experience with products from top security vendors. Good understanding of networking technologies.
• Deep understanding: Network Security Infrastructure – Switching and Routing, Network Security Enforcement – Firewall/VPN, Network Security Management – Centralized Configuration, Administration, and Reporting, Network Security Intelligence – Stateful inspection, Intrusion Prevention, Anti-malware, Anti-spam, Content-Filtering and Application-level Security
• Strong understanding of: Layered security at Data, OS, and Network levels, Cyber Security Domains and Principles, SD-WAN technologies and architectures, Expertise in dynamic routing protocols (BGP, OSPF) for enterprise and service provider networks., Hands-on experience designing and implementing Secure Access Service Edge (SASE) architectures, Strong knowledge of Secure Web Gateway (SWG), Zero Trust Network Access (ZTNA), and Cloud Access Security Broker (CASB)., Practical implementation of Zero Trust Architecture with a focus on user/device context and least privilege access.
• Good knowledge and understanding of Public Cloud environments such as AWS, Microsoft Azure, and Google Cloud Platform (desirable).
• Familiarity with SaaS governance and Shadow IT mitigation.
• Ability to travel on short notice.
• Excellent written and verbal communication, listening, negotiation, and presentation skills in English/Spanish (Portuguese is a plus).
• Capable of delivering product and technology presentations to technical and business audiences.
• Outstanding consultative skills. Ability to interpret the specific customer environment and security needs and articulate the best technical solution.
• Outstanding project management and documentation skills. Ability to design and follow work plans for complex activities and by following good documentation practices.
• Ability to work effectively, add value as a team member, and collaborate with various engineering, sales, product management, and customer support teams.
• Ability to mentor other sales engineers and take leadership.

Education:

• Bachelor’s degree in computer science, Information Systems, or equivalent.
• Fortinet NSE8, CISPP, CISM, and other security certifications are highly desirable.
• Spanish and English B2 level required; Portuguese highly desirable.

Knowledge, Skills And Abilities

· Proven ability to sell solutions to Enterprise Accounts.

· A proven track record of quota achievement and demonstrated career stability.

· Experience in closing large deals in Guatemala

· Sales experience selling to Fortune 1000 Major Accounts.

· Selling enterprise network security products and services.

· Experience in managed tools such as Sales Force

· Experience developing and working with Business Partners (optional)

Job Duties And Responsibilities

· 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.

· Responsible for sales reports

· Management of the relationship with the different areas of the strategic enterprise accounts

· Generate Account Planning with key Fortinet Partners.

· Build marketing plans to drive incremental sales pipeline and revenues with development funds.

· Partner with Fortinet marketing, Channel and engineering teams to drive revenue growth within region.

Responsibilities

• Manage all the renewals in the country, cross/upsell, and refresh opportunities on the Territory. Close deals to reach individual Quarterly Quota.
• Forecasting and account/opportunity management in Salesforce.com.
• High-energy, motivated self-starter and team player.
• Complete weekly reports with the activities done, including forecasting. Keep Salesforce updated with opportunities and forecasting in order to provide visibility of the territory.
• Detect flaws (weak attention from partner to the end user, bad implementation of the Fortinet products, etc) that end users mentioned during your calls and inform them to the Field Team when appropriate.
• Participate in the Weekly Forecast meetings from the Team and 1:1 forecasting meeting with the Team Lead.

Required Skills, Experience & Education

• Three years or more of sales experience in IT companies
• Excellent written and verbal communication skills in Spanish and English – A MUST
• The candidate must be based in Guatemala
• Hands on experience with Salesforce.com
• In-depth understanding of the sales administration process
• Excellent interpersonal skills and be a team player
• Strong analytical and organizational skills
• Numerical abilities and problem-solving attitude
• BSc degree in Sales, Business Administration, Computer Engineering or relevant field