דרושים Presales Security Expert-channel ב-Fortinet ב-Canada, Toronto

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.

Channel Account Manager-Cloud, you will:

• Manage the main Cloud Partners and end users in Canada.
• Build revenue and non-revenue business plans with these partners.
• Provide ongoing sales and technical trainings to these partners orientated to Cloud Security Solutions.
• Build marketing plans to drive incremental sales pipeline and revenues with development funds.
• Act as key channel strategist to regional sales managers within region.
• Build a Cloud Security Plan with Cloud Business Unit to drive our strategy.
• Partner with Fortinet marketing and engineering teams to drive revenue growth within region.
• Provide geographic channel coverage for the region.
• Carry quarterly and annual revenue targets.
• Build a Business Plan to develop these Channels.
• Development and attention to final users of the territory

We Are Looking For:

• Cloud Security or Cloud Knowledge
• Excellent presentation skills to executives & individual contributors
• Excellent written and verbal communication skills
• Fluent in English
• Candidate must thrive in a fast-paced, ever-changing environment
• Competitive, self-starter, hunter-type mentality
• 4 to 8 years channel sales and territory management in Cloud Security or Cloud Sectors.
• Experience building business and marketing plans with partners
• Must have experience in delivering sales trainings, and experience in working in a fast-paced environment with revenue responsibilities.
• College or University 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 Presales Security Expert-Enterprise, you will:

• Pre-sales: Assist in qualifying sales leads from a technical standpoint, understanding customer requirements, and providing relevant technical information
• Sales calls: Serve as the primary technical resource during sales calls, addressing customer inquiries, educating them about features, specifications, and functionality, as well as integration possibilities
• Demonstrate proficiency in networking applications and solutions, highlighting the value proposition of Fortinet products and services
• Post-sales: Act as the main technical contact for assigned accounts, actively engaging with the technical support team and engineering to promptly address and resolve customer's technical issues
• Provide post-sales training and ongoing assistance to customers, ensuring they can effectively utilize Fortinet solutions

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 technical/pre-sales support as a sales or systems engineer
• Experience in LAN/WAN/Internet services administration, showcasing a comprehensive understanding of networking technologies
• Strong knowledge of RADIUS, PKI, IKE, Certificates, L2TP, IPSEC, FIREWALL, 802.1Q, MD5, SSH, SSL, SHA1, DES, 3DES technologies and protocols
• Experienced sales professional with a deep understanding of the technology business sector
• Familiarity with encryption and authentication technologies
• Strong presentation skills, enabling effective communication with diverse audiences

Education:

• Bachelor's degree or equivalent experience in network security industry, 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.

Presales Security Expert, you will:

• 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 on issues ranging from features, specifications and functionality to integration.
• Conversant with networking applications and solutions.
• Experience with virtualization, NFV and emerging SDN technologies
• 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 customers technical issues.
• Provide assistance to identified customers with post-sales training.
• Regularly interface, provides presales support and assist in training Fortinet Channel partners in your region.
• Presenting at events, seminars, customer and partner meetings
• Flexible to travel. Travel will primarily be within the SEs designated region, but may also include occasional travel to other regions.

We Are Looking For:

• 3 – 8 years’ experience in technical/pre-sales support as a pre-sales or security expert
• 5 - 7 years’ experience in LAN/WAN/Internet services administration
• Ability to design network and security solutions, effectively utilize Visio, ability to create BOMs (Bill of Materials)
• Knowledge of the following technologies: Routing, Switching, VPN, LAN, WAN, Network Security, Stateful Firewalling, NGFW, Firewall policies, Identity based policies, NAT, IPS, AntiMalware, Botnet, Application Control, DDoS, Web Filtering, SDN
• Strong understanding in the following technologies and protocols: TCP/IP, IPv4, IPv6, supernetting and subnetting, DNS, HTTP, SMTP, RADIUS, LDAP, Active Directory, PKI, IKE, Certificates, L2TP, SSL Decryption, SSL VPN, IPSEC, 802.1Q, VLANs, LACP, MD5, SSH, SSL, SHA1, SHA512, 3DES, AES
• Experience with encryption and authentication technologies required
• Strong technical troubleshooting skills desired
• Strong presentation skills
• Strong communication and writing skills. Previous experience on responding to RFPs is beneficial.
• White board skills are beneficial.
• Technical knowledge in Wifi, Load Balancing and Application Delivery, Ethernet Switching, ACI, API, Two Factor Auth, Malware Sandboxes, Mail Gateways, Web Application Firewalling, Cloud (AWS, Azure, etc), SDN, NFV, Virtualization, Centralized Management, SIEM, and Data Center redundancy are considered assets
• Previous Vendor or Reseller experience is an asset

Education:

• Bachelor’s Degree or equivalent experience

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.