דרושים Major Account Manager Enterprise ב-Fortinet ב-United States, Sunnyvale

Responsibilities:

• Responsible for QoQ revenue growth within selected partner accounts
• Must engage and support our partners in activities facilitating revenue growth
• Responsible for the onboarding and enablement of our partners on products
• 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
• Must align activity with Field Channel Account Managers as well as Direct Selling Teams
• Must serve as first point of contact for selected partners
• Must capture mindshare within partner accounts

Required Skills:

• Experience building business with partners from an inside position
• Experience in driving revenue growth within a Channel model
• Exceptional listening skills
• Exceptional communication skills via telephone
• Experience with channel sales in networking or security sector
• Must have experience in working in a fast pace environment with revenue responsibilities.
• Excellent presentation skill
• Excellent writing skills
• 2=3 years of applicable experience

Education:

• College or University degree required

Wage ranges are based on various factors including the labor market, job type, and job level. On target earnings for this position is expected to be $134,000 - $180,000 per year. Exact salary offers will be determined by factors such as the candidate's subject knowledge, skill level, qualifications, experience, and geographic location.

• Gain a deep understanding of the FortiCNAPP platform, cloud environments, security best practices, and the DevOps ecosystem in which our customers operate.
• Lead customer onboarding (kickoff, technical implementation, product overview, etc.) for assigned customers.
• Develop a comprehensive understanding of the business challenges facing your customers and how FortiCNAPP can address those challenges.
• Conduct 1:1 success sync with larger customers on a bi-weekly or monthly basis to share best practices & present new features relevant to their use cases
• Identify upsell opportunities within accounts & collaborate with AM/SE to close them.
• Collaborate with experts within Customer Success, Technical Support, Product Management and Engineering to solve customer issues.
• Gather feature requests from customers and relay that feedback to the Product Management team.
• Monitor and drive key performance metrics such as Adoption, Value Realization, Consumption, Customer Engagement & Satisfaction.

• A minimum of 5 years work experience in technical account management, product and adoption focused customer success, within the security and/or cloud computing domains.
• Hands-on experience with platforms built on Public and Private Clouds (AWS, GCP or Azure). Cloud Certifications are a plus.
• Familiarity with concepts of Enterprise security and compliance frameworks.
• Knowledge of Infrastructure Automation tool concepts (Terraform, CloudFormation, Ansible etc.)
• Proven ability to drive business value for customers as a trusted advisor.
• Strong project management skills, ability to multi-task and work in a dynamic environment.
• Experience in handling customer escalations, managing customer expectations, and driving successful resolutions

In this key role, you will manage and drive direct sales engagements into the Commercial vertical and strategic partners. 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 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.

Required Skills

• Proven ability to sell solutions to the Enterprise vertical.
• A proven track record of quota achievement and demonstrated career stability
• Experience in closing large 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.
• 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.
• The Named Account Manager 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

• BS or equivalent experience

Wage ranges are based on various factors including the labor market, job type, and job level. On target earnings for this position is expected to be $236,000 - $380,000 per year. Exact salary offers will be determined by factors such as the candidate's subject knowledge, skill level, qualifications, experience, and geographic location.

Responsibilities:

• Lead and mentor a team of CAMs: Lead by example, demonstrating strong character, integrity, and teamwork while providing coaching, guidance, and performance feedback to the team to ensure they meet their objectives.
• Oversee reseller partnerships: Manage partnerships in accordance with Fortinet's channel programs and policies.
• Enable partners: Motivate, educate, and train authorized partners on Fortinet's products, programs, technologies, and selling strategies.
• Contribute to revenue targets: Meets DLB (distributed-led business) revenue growth goals for the region.
• Develop business plans: Build business plans that focus on increasing market penetration, promoting the full Fortinet portfolio, and align with both Fortinet and our partner’s objectives.
• Drive Fortinet's position in the market: Promote the company's standing as a leader in cybersecurity through the partner community.
• Manage partner relationships: Build strategic relationships with partner executives and key stakeholders to grow mindshare and revenue.
• Track and measure success: Generate detailed, clear, and accurate forecasts, data analysis, and KPI reporting.
• Collaborate: Work cross-functionally with Fortinet's field sales leadership, engineering team, and authorized distributors to align efforts and drive growth.
• Ability to travel up to 50%.

Required Skills

• People management experience: 2+ years of experience managing, mentoring, and retaining a high-performing channel sales team.
• Track record of success: History of achieving sales targets and driving revenue growth through channel partners.
• Strategic business planning: Expertise in creating and executing business plans focused on market penetration and meeting revenue targets.
• Communication and interpersonal skills: The ability to communicate clearly and build strong relationships with partners, team members, and internal stakeholders is essential.
• Industry knowledge: A deep understanding of the cybersecurity market and Fortinet's product portfolio is required for motivating and training partners.
• Adaptability and problem-solving: The manager must be able to adapt to a fast-paced environment and resolve conflicts that arise in the partner channel.
• Channel knowledge: Experience working in a two-tier distribution channel sales partner model.
• Deep knowledge of Microsoft Office suite of tools (particularly MS Excel).
• Knowledge of Salesforce.com and Tableau (preferred).
• Master’s degree in business administration, marketing or related field (preferred).

Wage ranges are based on various factors including the labor market, job type, and job level. On target earnings for this position is expected to be $180,000 - $280,000 per year. Exact salary offers will be determined by factors such as the candidate's subject knowledge, skill level, qualifications, experience, and geographic location.

In this key role, you will manage and drive direct sales engagements into the SLED vertical and strategic partners. 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 SLED 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 the SLED vertical.
• A proven track record of quota achievement and demonstrated career stability
• Experience in closing large 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.
• 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.
• The Major Account Manager 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

• BS or equivalent experience

Wage ranges are based on various factors including the labor market, job type, and job level. On target earnings for this position is expected to be $288,700 - $373,700 per year. Exact salary offers will be determined by factors such as the candidate's subject knowledge, skill level, qualifications, experience, and geographic location.

In this key role, you will manage and drive direct sales engagements into the Enterprise vertical and strategic partners. 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 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.

Required Skills

• Proven ability to sell solutions to the Enterprise vertical.
• A proven track record of quota achievement and demonstrated career stability
• Experience in closing large 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.
• 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.
• The Named Account Manager 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

• BS or equivalent experience

Wage ranges are based on various factors including the labor market, job type, and job level. On target earnings for this position is expected to be $226,200 - $292,700 per year. Exact salary offers will be determined by factors such as the candidate's subject knowledge, skill level, qualifications, experience, and geographic location.

Responsibilities:

• Understanding of the Fortinet portfolio with the ability to demonstrate and articulate technical and business value. Position all of Fortinet's portfolio, especially around the assigned solution domain(s) on a strategic level.
• Create sales opportunities by identifying solutions to customer problems and assist in qualifying sales leads from a technical perspective. Discover opportunities to upsell and cross-sell Fortinet solutions. Initiate and influence project decisions.
• Manage solution domain use cases, competitive intelligence, and differentiation. Maintain product integration and customization skills including relevant 3^rdparty integrations.
• Lead all solution aspects of the technical sales engagement from general queries to demos, RfX, and PoC’s around solution features, specifications, and functionality to integration. Provide architecture and implementation design consultation and best practice guidance for strategic opportunities.
• Strong foundational knowledge in security and networking technology and specifically in SOC related tasks, tools and processes.
• Act as trusted advisor for selected accounts. Work closely with the regional escalation manager, technical support team and engineering to ensure customer's technical issues are answered and resolved.
• Collaborate with peers, Consulting System Engineers (CSE’s), Systems Engineers (Subject Matter Experts), Business Consultants, Professional Services and/or Partners on complex opportunities. Capture and manage customer requirements through the Consulting System Engineering Team to Product Management.
• Support PreSales, Sales & Channel enablement activities and events.

Required Skills:

• Minimum of 8 years’ experience in Security Operations (SOC/CDC, SIEM, SOAR, XDR, TI, IR) including tooling, processes as well as managed SOC services.
• Proficient handling of AI, big data and automation is an advantage.
• Strong background in networking (LAN, WIFI, WAN, SDN, routing, switching), and network security (Next-Gen Firewalls, Intrusion Detection, encryption protocols).
• Minimum of 5 years’ experience as IT Security Consultant or Architect with proven success – preferably in the domain of SOC/CDC.
• Strong customer focus to address complex technical and business requirements with a self-motivated, positive attitude and entrepreneurial mindset.
  Goal-driven, adapting to shifting priorities, demands and timelines.
• Proven ability to work independently and lead a team in a collaborative environment.
• Minimum foundational knowledge of
  • Datacenter architectures (e.g. ACI, NSX-T)
  • Security Architectures (e.g. Zero Trust, SASE)
  • Modern Software Architectures (e.g. DevOps, IaC)
  • Cloud Architectures with at least one public cloud specialization
  • Security Operations (e.g. Orchestration, Automation, SIEM Tools)
  • IT Security standards (e.g. BSI 200-x, ISO2700x, COBIT, NIST) and/or relevant regulations (EU-DSGVO, BDSG, NIS-2/KRITIS).
• Excellent German and English language skills.
• Ability to interface with senior levels of internal and external organizations is required.
• Expert level verbal & written communication, presentation, prioritization, and interpersonal skills.
• Willingness to travel 20-50% of time.

Education:

• Bachelor’s degree or equivalent experience. Graduate degree preferred.
• Significant industry certifications (SANS, CISSP, CCIE, etc.) preferred.