דרושים Major Accounts Manager - Retail Vertical ב-Fortinet ב-גרמניה

Regional Account Manager Healthcare

In this key role, you will lead direct sales engagements into Healthcare Accounts (with a focus on nursing/eldery home operators, medical aid organisations,…) and strategic partners in Germany. Your focus will be to create and implement account plans focused on attaining deployments of Fortinet products. Develop executive relationships with key buyers and influencers and leverage these during the sales process. 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 positive results that provide the basis for strong ongoing relationships.

Responsibilities:

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

Required Skills:

• You have a shown ability to sell solutions to Public and/or Healthcare accounts (with a focus on nursing/eldery home operators, medical aid organisations,…).
• You have a minimum of 3 years sales experience at an IT vendor or reseller in the Public Sector.
• You bring a proven track record of quota achievement and demonstrated career stability with experience in closing deals.
• You have excellent presentation skills to executives & individual contributors in addition to excellent written and verbal interpersonal skills.
• You are an ambitious, independent thinker that can move deals through the selling cycle.
• You are a self-starter that thrives in a dynamic, ever-changing environment and bring a daring, hunter type mentality.
• Minimum 3 years selling network security products and services.

Education:

• BS or equivalent experience, graduate degree preferred

This position reports to the Director of Corporate Real Estate & Facilities EMEA.

Responsibilities:

• Manage the day-to-day facility operations and campus resources efficiently
• Ensuring that the environment is conducive to a professional business environment
• Supervising emergency and routine maintenance on campus facilities.
• Enforcing safety regulations and handling hazardous materials
• Planning maintenance work and maintaining records.
• Overseeing the operations, facilities, and services within the campus.
• Cross cooperation with the DC Manager on site
• Hard Facility Services (Lighting, Plumbing, HVAC, PPM maintenance, Fire safety systems, etc.)
• Supervising outsourced facilities & security staff.
• Soft Facility Services (Cleaning, Reception, Security, Waste Management, Catering, Parking, etc.)
• Environmental and Health and Safety Management (ISO 14001 and 45001)
• Manage and Procure facility assets such as furniture, equipment, office supplies, etc.
• Manage outsourced facility management vendor and facility relationships, including developer, or landlord and vendor relations in adherence to facility agreements and contracts.
• Drive operational efficiency within the organisation and with our partners.
• Partner with staff in locations where the team or outsourced vendor doesn't have a physical presence to address any issues or provide assistance.
• Partner with IT, HR, Finance, Procurement and other internal business partners in the effective delivery of services and support of our workforce
• Management of Projects (MACs - Moves, Adds, Changes) for - space planning, renovations, relocations, disposals, and occupancy needs, including site selection and internal/external negotiation – within the region of responsibility
• Corporate real estate reporting and presentations for management as directed
• Accountable for reviewing, approving, coding, and/or disputing all invoices and billings associated within area of responsibility working with Procurement, Finance and Accounting processes.
• Forecasting and managing annual facility operating budgets for respective sites.
• Act as a point of contact for site-related communications. This includes working with partners in developing and managing site webpages, newsletters and other methods for communicating with the employees on their respective sites.
• Plan and support for site events following Fortinet guidelines and standards.
• Recommend improvements based on lessons learned.
• Keep up with market trends in real estate, facility and workspace design and provide input to improve internal real estate standards, processes and practices.
• Support crisis management/business continuity plans, assume local leadership role during emergencies or crises and provide after-hours support as needed.
• Take the lead as requested for special projects

Qualification & Requirements:

• 7+ years of management experience in facilities and corporate real estate projects
• Fully proficient in German (native level) & English (business level)
• Proficient computer and financial analysis skills
• Excellent people management, customer service and presentation skills

Desired Skills:

• Creative problem solver
• Excellent Communication
• Ability to multi-task in a fast-paced environment
• Make timely decisions using sound judgment based on ethics and policy training
• Organised and Professional in Facilities Management
• Prudent, transparent, and honest
• Knowledgeable of the latest industry innovations and trends

The role

• Develop a long-term growth strategy to secure Distribution being Fortinet’s resilient Channel foundation
• Lead, motivate and develop a team of 3 Distribution Account Managers and 4 Channel Account Managers
• Develop annual/quarterly plans to drive incremental growth, achieve goals and exceed quota responsibility
• Manage annual/quarterly Marketing Coop budgets, spend and activities to drive growth.
• Serve as lead contact responsible for all day-to-day business through the Distribution Channel and Fortinet.
• Works closely with all Fortinet Sales teams (Channel, Enterprise, Territory, Public & Service Provider) to manage pipeline opportunities, recruit and identify new opportunities through each Distribution point.
• Develop and manage relationships with key executives, decision makers, influencers at each Distribution partner.
• Supervise inventory levels and advises product forecasts for each Distribution partner.

What do we expect you to bring?

• A minimum of five years’ Senior Channel Leadership experience in the German IT market
• Deep understanding of the German IT market and Channel including Distribution is a must
• Excellent relationship network within the German IT Channel landscape, especially Distribution
• Excellent organizational and interpersonal skills
• Proven record of working under pressure and managing multiple tasks simultaneously
• Team player with excellent oral and written communication skills as well as presentation and project management skills (German & English)
• Proactive and highly motivated, working self-reliantly and independently
• Attention to detail and accuracy is essential
• Excellent hiring skills to support future growth in pipeline, billings and headcount
• Advanced Microsoft PowerPoint, Word, Excel & SFDC

Regional Account Manager Healthcare

In this key role, you will lead direct sales engagements into Healthcare Accounts and partners in Germany. Your focus will be to create and implement account plans focused on attaining deployments of Fortinet products. Develop executive relationships with key buyers and influencers and leverage these during the sales process. 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 positive results that provide the basis for strong ongoing relationships.

Responsibilities:

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

Required Skills:

• You have a shown ability to sell solutions to Public and/or Healthcare accounts.
• You have a minimum of 2 years sales experience at an IT vendor or reseller in the Public Sector.
• You bring a proven track record of quota achievement and demonstrated career stability with experience in closing deals.
• You have excellent presentation skills to executives & individual contributors in addition to excellent written and verbal interpersonal skills.
• You are an ambitious, independent thinker that can move deals through the selling cycle.
• You are a self-starter that thrives in a dynamic, ever-changing environment and bring a daring, hunter type mentality.
• Minimum 2 years selling network security products and services.

Education:

• BS or equivalent experience, graduate degree preferred

Regional Account Manager – South Germany

In this key role, you will lead direct sales engagements into mid-size enterprise accounts and partners in South Germany. Your focus will be to create and implement account plans focused on attaining deployments of Fortinet products. Furthermore you will develop relationships with key buyers and influencers and leverage these during the sales process. 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 positive results that provide the basis for strong ongoing relationships.

- Achievement of agreed quarterly sales goals.
- Generate a sales pipeline, qualifying opportunities, and accurately forecast pipeline.

- You have a shown ability to sell solutions to mid-size enterprise accounts with a minimum of 5 years sales experience.
- You have minimum 2 years of experience in the IT-Security Industry
- You have excellent presentation skills to executives & individual contributors in addition to excellent written and verbal interpersonal skills.
- You are an ambitious, independent thinker that can move deals through the selling cycle.
- You are a self-starter that thrives in a dynamic, ever-changing environment with a hunter mentality.

Inside Regional Account Manager

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

Responsibilities

• Develop account plans to achieve goals and exceed quota responsibility
• Maximize Fortinet opportunity while providing value added solutions to enterprise institutions
• Serve 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 MAM’s, RAMs, Technical Sales Engineers, and Consulting Professionals
• Consistently builds and delivers on an accurate territory pipeline

Required Skills

• Proven ability to sell solutions to enterprise 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 technology.
• Excellent presentation skills to executives & individual contributors
• Excellent written and verbal communication skills

At Fortinet you will

• Learn and demonstrate a fundamental understanding of Fortinet’s technology in order to articulate our value proposition to decision-makers.
• Develop strong relationships with customer contacts up to Executive C-level to gain insight into their business imperatives and IT drivers, enabling development of a strategy to sell Fortinet solutions.
• Sell Fortinet products and services through a consultative selling approach and maintain good relationships with key individuals within the accounts.
• Research customers, identify decision makers, educate prospects and qualify buying interest and sense of urgency.
• Create and implement strategic account plans through a consultative selling approach focused on attaining enterprise-wide deployments of Fortinet products and services
• Develop strategies and orchestrate company resources to maximize sales volume within assigned accounts.
• Effectively engage and build cooperative relationships with System Engineers, Channel Managers, and specialist sales team and executives as required.
• Drive quarterly business reviews with customer to ensure value from Fortinet investment.
• Ensures the customer is kept up to date with Fortinet product roadmaps enabling the customer to plan and mitigate risks to their business.

Apply if you

• Have a proven track record of enterprise sales experience in hi-tech industry (preferably Cybersecurity and Networking) developing strategic customer relationships.
• Possess a consistent track record of quota (over) achievement and demonstrated both career stability and growth.
• Are a highly motivated self-starter with a competitive personality, strong attention to detail, and a hunger to win.
• Have exceptional communication skills, both oral and written, coupled with excellent listening skills.

What you can expect from us

• Excellent training and development opportunities, providing you with all the tools you need to be successful.
• An open working environment, sharing knowledge and information collaboratively and transparently, with respect to everyone’s thoughts and opinions.
• The opportunity to be part of an innovative, collaborative and winning team.
• A market competitive salary package, including stock awards, and opportunity to over-achieve.