דרושים Business Development Manager - Appsec Uae ב-Fortinet ב-United Arab Emirates, Dubai

Regional Account Manager

In this key role, you will manage, direct and drive direct sales into Commercial Accounts in UAE. 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

· 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 MAMs, Technical Sales Engineers, and Consulting Professionals

· Consistently builds and delivers on an accurate territory pipeline

· Travels within assigned territory is required

Required Skills:

· 5+ years technology selling experience managing a team

· 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 one of the following : 1) Firewall/VPN, 2) AV 3) IDS/IDP

· 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

At Fortinet you will:

· Sell the organization’s products and services through a consultative selling approach and maintains good relationships with key individuals within the accounts.

· Develop strategies and orchestrates company resources to maximize sales volume within assigned accounts.

· Effectively engage and build cooperative relationships with sales resources: System Engineers, Channel, Specialist sales team and executives as required.

Apply if you:

· Have proven track record of enterprise sales experience in hi tech industry (preferably Cyber Security and Networking) developing strategic customer relationships.

• 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

Experience:0-3 Years

Position:Hybrid (3 days on-site/ 2 days remote)

Knowledge of French/Arabic will be a plus

As a BDR, you will:

• Learn and demonstrate a fundamental understanding of Fortinet’s technology in order to articulate our value proposition to decision-makers, as well as being able to successfully manage and overcome objections.
• Research customers, identify decision makers, educate prospects and qualify buying interest and sense of urgency.
• Prospecting into multiple organizations via calling, networking and e-mail, with the help of cutting-edge digital platforms for intent based leads such as Bombora and 6Sense, and contact discovery using LinkedIn Sales Navigator, Discover.org, and other digital tools and Internet sources, to build and maintain a high-quality lead pipeline.
• Schedule well qualified appointments with key decision makers within targeted companies.
• Meet and exceed daily and weekly call goals, as well as deliver a high quantity of well-qualified sales opportunities.
• Maintain accurate activity, contact, and account information of all customers and prospects in our CRM (Salesforce).
• Work closely with Sales, Marketing and other Fortinet business functions in the development of strategic sales approaches.

Requirements:

• Self-starter with positive and energetic phone skills, excellent listening skills, strong writing and presentation skills
• Excellent organization skills, attention to detail, customer focus, and highly data-driven are musts
• Basic knowledge in IT or cybersecurity
• Ability to work in a high-energy sales team environment; phenomenal and collaborative teammate
• Ability to prioritize and manage multiple responsibilities
• Prior experience in South African region would be preferred

What you can expect from us:

• On the job and more formal online training and development opportunities, with the possibility to get the industry recognized certifications.
• A competitive salary and incentive compensation package, including stock awards, health and welfare benefits.
• An excellent role to start a career in enterprise technology sales, with opportunities to get involved with marketing, technology operations and sales
• Employee days to meet and learn about our key sponsorships and events

Experience:0-3 Years

Hybrid (3 days on-site/ 2 days remote)

As a BDR, you will:

• Learn and demonstrate a fundamental understanding of Fortinet’s technology in order to articulate our value proposition to decision-makers, as well as being able to successfully manage and overcome objections.
• Research customers, identify decision makers, educate prospects and qualify buying interest and sense of urgency.
• Prospecting into multiple organizations via calling, networking and e-mail, with the help of cutting-edge digital platforms for intent based leads such as Bombora and 6Sense, and contact discovery using LinkedIn Sales Navigator, Discover.org, and other digital tools and Internet sources, to build and maintain a high-quality lead pipeline.
• Schedule well qualified appointments with key decision makers within targeted companies.
• Meet and exceed daily and weekly call goals, as well as deliver a high quantity of well-qualified sales opportunities.
• Maintain accurate activity, contact, and account information of all customers and prospects in our CRM (Salesforce).
• Work closely with Sales, Marketing and other Fortinet business functions in the development of strategic sales approaches.

Requirements:

• Self-starter with positive and energetic phone skills, excellent listening skills, strong writing and presentation skills
• Excellent organization skills, attention to detail, customer focus, and highly data-driven are musts Basic knowledge in IT or cybersecurity
• Ability to work in a high-energy sales team environment; phenomenal and collaborative teammate
• Ability to prioritize and manage multiple responsibilities

What you can expect from us:

• On the job and more formal online training and development opportunities, with the possibility to get the industry recognized certifications.
• A competitive salary and incentive compensation package, including stock awards, health and welfare benefits.
• An excellent role to start a career in enterprise technology sales, with opportunities to get involved with marketing, technology operations and sales
• Employee days to meet and learn about our key sponsorships and events

Responsibilities

• Engage with Enterprise Sales teams to build account specific AppSec opportunities
• Participate account planning sessions and take ownership on related call to actions
• Build revenue and non-revenue business plans with Enterprise and regional sales districts
• Collaborate with Channel BDM and EMEA team to align AppSec Sales initiatives to / with Channel and EMEA priorities
• Provide ongoing sales trainings to Enterprise sales team
• Partner with Fortinet marketing and engineering teams to drive revenue growth within region
• Carry quarterly and annual revenue targets

Required Skills

• 5+ years large account or enterprise selling experience
• 3+ years Application Delivery Controllers and WAF service selling experience
• Additional business development experience preferred
• Strong understanding on how to address customers buying centers
• Experience in building business and marketing plans with sales teams
• Excellent presentation skills to executives & individual contributors
• Excellent written and verbal communication skills
• Candidate must thrive in a fast-paced, ever-changing environment
• Competitive, Self-starter, Hunter-type mentality
• College or University degree preferred
• Language: Arabic & English at professional level

Key role Responsibilities include:

• Member of the public cloud team which covers the International Emerging Markets region
• Second level of pre-sales support, assisting the SE organization:
  • • in responding to RFPs/RFIs: design, solution specification, product information
    • in supporting key projects to ensure Fortinet success
    • in leading technical discussions, articulating the technology and demonstrating differentiated value
    • in conducting compelling solution presentations and demonstrations
    • in conducting Proof Of Concepts (POCs) either directly with the customer, or supporting account SEs or Fortinet partners with the same
• Other responsibilities:
  • • in charge of building technical material to support sales activities and design workshops
    • spread product knowledge to the Fortinet Sales Team and Fortinet Channels in the region
    • point of contact for technical interactions with Public Cloud Providers (AWS, Microsoft, Oracle, Google or AliBaba)
    • participate in seminars as a Public Cloud Subject Matter Expert
    • travel as required in the IEM region
    • being able to self-start and understand the addressable market for your designated technologies (Public Cloud)
    • participate in the development of commercial strategies
    • work closely with Product Managers and peer CSEs to provide your input on product direction and strategy
    • point of contact for the Product Management team: responsible to report and consolidate customer needs across IEM, validate business case, write and prioritize feature requests

Required Skills and Technical Experience:

• Extensive Networking Security pre-sales experience, including hands-on experience
• Hands-on experience with one or more of the following public cloud platforms: AWS, Azure, GCP, Oracle Cloud Infrastructure
• Experience in public speaking - excellent presentation and demo skills
• Three to Five years of experience with cloud solutions and/or virtual platforms
• Knowledge in modern software architecture using CI/CD, DevOps tools (Ansible / CloudFormation / Azure ARM), Infrastructure as Code (IaC), Scalability, and API first strategy
• Working knowledge of Python, Terraform, Yaml or other programming or scripting languages will be an advantage
• Cloud certifications such as CSSP, Azure Security Architect, AWS Solution Architect or GCP Cloud Architect are a plus
• A self-motivated, independent thinker

Education:

• Bachelor's degree or equivalent experience in network security industry with 5+ years of experience.