דרושים Named Account Manager - Public ב-Fortinet ב-Switzerland, Zurich

Regional Account Manager - North-West Switzerland

In this role, you will lead direct sales engagements into mid-size commercial accounts and regional partners in the German speaking part of Switzerland (Basel, Solothurn, Aargau, Bern). Your focus will be to create and implement account plans focused on attaining deployments of Fortinet products. Furthermore you will 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.

- 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 2 years sales experience.
- You bring a proven track record of quota achievement and demonstrated career stability with experience in closing deals in the commercial segment.
- 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 1 years selling network security products and services.

• Own and develop strategic account plans to expand Fortinet’s footprint across key public sector organizations.
• Build trusted relationships with senior stakeholders, procurement teams, and partners.
• Lead complex sales cycles, including public procurement processes and formal RFP/RFI responses.
• Collaborate with internal teams to deliver tailored solutions that address customer needs.
• Negotiate commercial terms and manage high-value opportunities to successful close.
• Act as the main point of contact for strategic account activity, executive alignment, and long-term planning.
• Maintain a healthy, accurate pipeline and consistently meet or exceed sales targets.
• Travel as needed to support client engagement and business development.

We’re seeking a strategic, relationship-driven sales professional with the following background:
• Experience managing large public sector accounts in Switzerland
• Deep understanding of public procurement processes and experience leading formal tender responses.
• 10 years in IT sales, including at least 3 years in cybersecurity or enterprise networking, with a focus on public sector clients.
• Strong track record of closing complex deals and exceeding sales targets in a major accounts role.
• Familiarity with cybersecurity solutions such as firewalls, VPN, endpoint protection, or IDS/IDP.
• Excellent communication, negotiation, and stakeholder management skills.
• Strategic mindset with strong planning and execution abilities.
• Collaborative and professional, with high integrity and motivation.
• Full professional fluency in Swiss German and English. French language skills are a plus.

Internal Regional Account Manager - Switzerland

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
• Develops relationships with key decision makers, influencers and partners
• Manages effective working relationships with assigned region MAMs, Technical Sales Engineers, and Consulting Professionals
• Consistently builds and delivers on an accurate territory pipeline

Required Skills

• Proven ability selling solutions
• Experience in the network and/or security industry
• Experience in closing deals
• Selling experience must include technology.
• Excellent presentation skills
• Excellent written and verbal communication skills

Regional Account Manager - Public

In this role, you will lead direct sales engagements into small and midsize Public accounts and regional partners in Switzerland. Your focus will be to create and implement account plans focused on attaining deployments of Fortinet products. Furthermore you will 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.

- 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 public or semi-public accounts and/or commercial accounts with a minimum of 2 years sales experience.
- You bring a proven track record of quota achievement and demonstrated career stability with experience in closing deals in the commercial segment.
- 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 1 years selling network security products and services.

Key Responsibilities:
The primary role of a Systems Engineering Manager is to provide leadership and guidance to a highly skilled Systems Engineering team. In this role, you will be responsible for:

• The development of your direct reports through coaching, performance management and training.
• Setting clear expectations of team deliverables and measurements.
• Recruit and mentor new members to the team.
• Work closely with the sales account leaders on strategic plans to maintain, secure, and grow the Fortinet footprint.
• Manage and align key features and functionality that are instrumental to business success.
• Work closely with the escalation management teams.
• Strive to develop strong relationships within the team, internally at a corporate level, and externally with key customers and partners.
• Manage and coordinate with the relevant teams to deliver winning contract bids and RFx responses.
• Encourage knowledge sharing within the team and across the other sales verticals.
• Embrace and apply organization processes, methodologies and processes in leading and managing the team.

Skills and Experience:

• Minimum of 3 years’ experience in managing a team of sales or systems engineers for a HW/SW vendor
• Minimum of 5 yearsexperience as a sales or systems engineer for a HW/SW vendor in the Enterprise segment
• Minimum of 5 years general IT infrastructure, networking or cyber security industry experience, including a practicing knowledge of the following:
  • Cloud (AWS, GCP and Azure)
    or
  • Routing, Switching, VPN (IPSEC/SSL), LAN, WAN, Network
    or
  • Endpoint Security, , Antivirus & ATP
    or
  • Intrusion Detection, SOC, SIEM & SOAR
• Thorough understanding of the pre-sales engineering process and sales processes.
• Experience in managing technical projects and leading teams of highly technical individuals.
• Demonstrated strong written, oral and presentation skills in German and English. Knowledge of French or Swiss German is an advantage, but not a requirement.
• Ability to discuss technical concepts with a variety of audiences whilst adapting to their level of competence and interest, including executive level technical decision-makers.
• Travel: In Territory - 95%, Out of Territory - 5%

Education:

• Bachelors Degree or technical degree of a university of applied science or equivalent experience. Graduate degree is an advantage, but not a requirement.

In this pivotal role, you will manage, direct and drive direct sales into Regional Accounts, together with your motivated Team of Inside Regional Account Managers. This position reports directly to the Territory Sales Director for Switzerland.

Responsibilities:

• Leadership:
  • Lead by example: Manage and motivate your Sales Team
  • Coach your team to achieve and exceed their goals
  • Mentor your colleagues for appropriate cross and upselling
  • Set quotas for your team
  • Develop your team to become the Field Sales Representatives/ Regional Account Managers of tomorrow
• Sales excellence :
  • Carry quarterly and annual revenue targets
  • Deliver solid weekly/monthly/quarterly forecasting to your manager
  • Carry quarterly and annual revenue targets.
  • Guide your team to create a meaningful tiering for the assigned accounts and enable account moves to the RAMs
• Relationships:
  • Develop relationships with key decision makers, influencers and partners
  • Manage effective working relationships with assigned Technical Sales Engineers, and Consulting Professionals as well as their management
  • Partner with Fortinet marketing to plan, request and execute targeted campaigns for your customer segment and engineering teams to drive revenue growth.
• Orchestration:
  • Work closely with the relevant distributors and partners to drive the territory business
  • Serve as lead contact responsible for the flow of information to/from executive management
  • Align and coordinate with Channel account manager

Qualifications:

• Leadership :
  • Goal-oriented individual, with vast interpersonal managerial skills, strong business acumen, and positive leadership abilities.
  • Proven results in mentoring, motivating, and developing teams.
  • Outstanding organizational and problem-solving skills.
  • Experience in managing a team of internal sales, selling over the phone
• Sales Excellence :
  • Proven ability to sell solutions to regional customers
  • Experience in the cybersecurity and/or network security industry, with
  • A proven track record of significant over-quota achievement and demonstrated career stability
  • Experience in closing deals
  • Excellent presentation skills to executives & individual contributors
  • Extensive experience with SFDC, Excel and ideally Tableau
  • Excellent written and verbal communication skills (English and German are a must, French is a plus)
• Education:
  • Bachelor's degree or equivalent, MBA preferred.
• Languages :
  • Excellent written and verbal communication skills (English and German are a must, French is a plus)

Named Account Manager Public

In this key role, you will manage and drive direct sales engagements into a set of Named Account in the Public segment. Your focus will be to create and implement strategic account plans focused on attaining enterprise-wide deployments of Fortinet products and services. 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 win/win results that provide the basis for strong ongoing relationships.

Responsibilities:

• Generating 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.

Required Skills:

• Proven ability to sell solutions to Public organisations
• A proven track record of quota achievement and demonstrated career stability
• Experience in closing public deals.
• 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
• Minimum 8 years sales experience selling to Public organisations
• Minimum 3 years selling enterprise network security products and services.
• Candidate must thrive in a fast-paced, ever-changing environment.
• Competitive, Self-starter, Hunter-type mentality.

Education:

• BS or equivalent experience, graduate degree preferred.