Major Acct Manager jobs at Fortinet 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

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.