דרושים ב-Fortinet ב-Canada, Toronto

In this key role, you will manage, direct and drive direct sales into Public Sector Accounts. Create and implement strategic plans focused on attaining public sector-wide deployments of Fortinet products and services. Develop executive relationships with key buyers and influencers in Public Sector 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.

Regional Sales Director, Public Sector you will:

• Manage and motivate a team of Sales Representatives focused on Public Sector Accounts
• 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 Technical Sales Engineers, and Consulting Professionals
• Consistently builds and delivers on an accurate territory pipeline
• Travels within assigned territory is required

We Are Looking For:

• 10+ years technology selling experience managing a team
• Proven ability to sell solutions to Public Sector 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 or more of the following : 1) Secure Networking which includes Firewall, Switching and Access Points , 2) SASE and Cloud Security solutions, 3) Security Operations solutions to accelerate time to Detect & Respond to cyber threats.
• 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.

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.

Responsibilities:

• Responsible for meeting and exceeding direct quota assignments
• Must expand Fortinet’s product portfolio within key accounts.
• Must enable targeted accounts with product training, selling best practices and partner resources.
• Accountable for evaluating account success- deal registration, revenue growth and other key measurements.
• Responsible for YoY revenue growth within targeted partner accounts
• Responsible for promoting and driving Marketing success within Channel community.
• Responsible for understanding our partners’ business models/structures.
• Responsible for qualifying and on-boarding net-new partners
• Must manage and drive partner pipelines to successful close rate.
• Must establish key relationships and capture mindshare within partner accounts.

Required Skills:

• 3+ years channel sales experience in networking or security sectors.
• Must have experience in delivering sales training.
• Competitive, self-starter, hunter-type mentality
• Experience exceeding quota responsibility.
• College or University degree required.
• This role will require frequent work outside of an office- maintaining on-site presence at partner locations.
• Exceptional listening skills
• Exceptional communication skills
• Experience with channel sales in networking or security sector.
• Must have experience in working in a fast-paced environment with revenue responsibilities.

Presales Security Expert- OT, you will:

• Develop and execute on joint strategy with your direct salesperson which is tied to your partners and Fortinet Goals.
• Help develop OT Managed offerings within our partners
• Onboard new OT partners based on their specialization and our regional/national requirements.
• Be the primary technical point of contact for your partners(s) in close collaboration with your sales partner
• Provide pre-sales support and OT cybersecurity expertise to field Presales Security Experts.
• Design and define ICS/OT architectures using Fortinet and partner technologies.
• Deliver demos and proof-of-concepts based on OT security architectures.
• Support marketing initiatives and participate in industry events.
• Assist in reviewing RFPs and technical documentation.
• Develop and deliver training for our partners which will include demos, hands on labs, webinars, etc.
• This is an outside role, and the individual is expected to be able to be on the road multiple times a week as required

We Are Looking For:

• Highly organized, proactive, and sales-focused.
• Strong knowledge of OT cybersecurity, including ICS environments.
• Familiarity with OT devices (PLCs, IEDs, RTUs, HMIs) and systems (SCADA, DCS, Historians).
• Understanding of industry standards and models: ISA95, Purdue Model, IEC 62443.
• Technical knowledge in:
  • Networking: Routing, Switching, Firewalling
  • Security: Endpoint Protection, NDR, PAM, SIEM, SOAR
  • Encryption and authentication technologies
• Preferred certifications: CISSP, IEC 62443, ISO 27001

Education:

• Bachelor’s Degree 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/ 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 to answer, elevate and resolve customer's technical issues.
• Provide assistance to identified customers with post-sales training.

Required Skills:

• 3 year’s experience in technical/pre-sales support as a sales or systems engineer
• 3 year’s experience in LAN/WAN/Internet services administration
• Solid 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.
• Prove 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
• Excellent presentation skills
• The Inside Presales Security Expert 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 favorable

Description:

This Marketing Specialist position has a key role in developing pipelines working with our channel partners. Leveraging our key go to market messaging, work closely with our regional partners to develop strategies to develop opportunities for our partners and our solutions.
Innovative co-marketing activities aligning to both our regional pipeline goals and regional partner enablement and revenue growth will be an integral part of your success.

This role will have a considerable number of administrative duties to ensure content is updated on our portals leveraging content from our Americas team, this may require some reviewing to ensure it is tailored to the Canadian market.

There will also be support and administrative tasks assigned from the Field Marketing Manager to help drive the overall regional pipeline and align to the field marketing calendar.

Pipeline Generation:

• Execute partner led marketing activities focused on driving pipeline and supporting regional Channel Account Managers meet their revenue targets.
• Understand marketing data to drive channel & field lead generation and regional pipeline acceleration.
• Translate strategy to growth throughout the marketing funnel and track partner opportunities to conversion, and achieve quarterly Marketing originated opportunities.
• Ensure plans align to field marketing calendar

Channel Partner enablement:

• Facilitate partner enablement programs specific to each partner aligning their specific verticals
• Identify cross-sell and upsell opportunities within each partner and align enablement and activities to accelerate pipeline through each partner
• Provide logistical and executional support for partner-hosted marketing events, such as webinars, lunch & learns, and trade shows.
• Support channel partner enablement through education on marketing tools, campaigns, and execution best practices.

Channel Partner Communications:

• Support partner communications such as newsletters, toolkits, and promotional updates.
• Work with the corporate team and other channel marketing contributors to share best practices and improve efficiencies across Canada and Americas International.
• Manage the execution of digital marketing campaigns with and through partners, including co-branded emails, paid media, and social content.
• Establish, manage and analyze program metrics using Salesforce and Tableau to ensure efficiency and goal attainment.
• Create and deliver regular reports/presentations to marketing executives on campaign plans and results.
• Identify opportunities to improve process efficiencies and work with Fortinet tools including SharePoint, partner portal and other Fortinet knowledge repositories

Drive Results:

• Deliver a quarterly plan of activities that optimize each regional partner’s strengths opening white space and new logo acquisition for Fortinet.
• Remain focused on results while fostering relationships with Internal stakeholders managing resources and budgets aligning to pipeline targets.

Examples of regional duties include:

Required Skills and Experience:

• 5+ years of channel marketing experience at a Tier-1 technology vendor preferred.
• Must have experience in channel marketing working with partners and delivering channel marketing programs.
• Requires a professional attitude and ability to manage strategic and tactical tasks.
• Excellent verbal, written, interpersonal, and communication skills.
• Proven track record of driving results through partner and channel ecosystem.
• Proven ability to engage and involve sales and other executives.
• Experience developing lead generation strategies and measuring lead generation campaigns.
• Knowledge of CRM, marketing automation systems, marketing/sales funnel, and how to maximize them for efficient lead distribution and reporting.
• Travel will be required throughout the Central Region (Ontario excluding the National Capital Region)
• Bilingual preferred.

Education:

• Bachelor's Degree in Marketing or related degree.

We Are Looking For:

• Fully qualified, experienced sales professional that is forward thinking and has a professional understanding of the technology business sector.
• Minimum of 5+ years prior sales experience a must. .
• Previous experience designing business plans and market strategies to increase sales.
• Proven ability to sell solutions.
• A proven track record of quota achievement and demonstrated career stability
• 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
• Results-orientated, Self-starter, Hunter-type mentality.
• Candidate must thrive in a fast-paced, ever-changing environment.
• Previous experience in network security. Knowledgeable in the following technologies VPN, Firewall, Anti-Virus, Anti-Spam, Intrusion Prevention, and Content Filtering.

Education:

• BS 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.

Inside Territory Account Manager, you will:

• Meet or exceed all assigned quotas and targets
• Forecast weekly, monthly and quarterly revenues for territory
• Follow up on inbound, web and corporate event generated opportunities
• Accept inbound and perform outbound telephone calls to identify sales opportunities.
• Meet and exceed daily call & activity metrics.
• Manage customer presentation and demos via online tools (GO TO MEETING)
• Track sales opportunities (MGOs, deal registration, quotes etc. in Salesforce)
• Align with channel and partner teams to support overall company revenue targets
• Perform ongoing research 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

We Are Looking For:

• 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 manager and drive sales cycle from start to finish
• Ability to manage a diverse, high volume workload; self-motivated and adaptable
• Ability to quickly build productive relationships in a fast-paced, high-performance environment
• Must have proficiency with various software applications programs
• Excellent written, verbal and presentation skills
• Experience with managing and forecasting individual quota
• Well organized with effective time and activity management skills
• Ability to apply entrepreneurial strengths in a forward-thinking manner
• Proven work-ethic and time-management skills
• Ability to close business while achieving a high level of customer and partner satisfaction
• Public/private cloud experience is a plus
• Experience with multi-tier distribution a plus.
• The Inside Territory 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.

Education:

• Bachelor's degree or equivalent.

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.