Fortinet Business Development Manager - Telefónica WW 

Spain, Community of Madrid, Madrid 

866511055

Over time, there will be more and more Fortinet partners/customers whom have legacy infrastructure to run their workloads, but want to transform into the new agile, digital world. To ensure there is a stronger “pull” towards new world over legacy (ensuring long term customer/journey and revenues), we would need a BDM whose primary focus is on the digital world but also has legacy world experience. From an outside perspective, this will look smooth and consistent to our partners/customers/prospects.

• Overall sales/technical expertise
• Has held various roles across numerous sectors and consultancy experience desirable
• Success track record in growing business in an international IT vendor
• Whilst big organization experience is desirable for our high growth ambition, we require other more important factors relating to a new, digital world BDM role: in our mind, a BDM whom specializes in Cloud and everything encapsulating
  the new, digital world must possess the following skills/experience/qualities because they will be engaging with our future partner/prospects/customers and selling the future digital vision:
• Qualified and expertise in a public cloud such as AWS or Azure or GCP and most importantly, understand new world approach to fault tolerance, resilient architectures (high availability, fail over, DR) etc..;
• Understanding of modern methodologies and movements such as: design thinking, agile and lean business models as this is even more important to partners/customers and proposals;
• Understanding of current and in future technologies such as: AI such as machine learning, container security etc…;
• Experience in big complex digital transformations
• Understand Innovation, how to enable innovation (different approach for each partner/customer) and how this leads to differentiation and market disruption

Responsibilities/Accountabilities

• Lead the development of an effective portfolio business plan outlining the strategy for success and maximising revenues.
• Responsible for ensuring partner/customer satisfaction is maintained at the highest levels.
• Develop account plans that focus on client relationship development and account growth/retention within install base and net new customers/partners.
• Find and develop profitable new accounts and business opportunities within a channel driven mentality.
• Manage and develop a long-term sustainable pipeline of new deals, into both install base and net new parterns/customers.
• Map, build and deploy a long term relationship with the Public Cloud Vendors (Microsoft, Google, AWS, Oracle, Alibaba…)
• Achieve the revenue targets set out, build pro-active plans generating pipeline.
• Maintain close knowledge of the client’s business and Fortinets’ service portfolio to ensure alignment of appropriate up selling and cross selling of Fortinet solutions.
• Produce workable quarterly/annual business and activity plans for the region and/or market segment and develop profit improvement plans to justify the value of our solutions/services to our partners/customers.
• Record and maintain all relevant information regarding partner/customers and contacts, prospects and suspects in Salesforce.
• Ensure full communication of Fortinets’ sales & marketing objectives to all partners/customers/accounts.
• Ensure that the public cloud sales pipeline model is kept updated by providing timely and accurate forecasting and pipeline information.
• Develop and maintain partner/customer relationships at multiple levels including problem solving and formulation of response to immediate and future partner/customer requirements.
• Works with third party advisory organisations and attends third party vendor meetings.
• Prepare and deliver sales proposals and presentations.
• Prepare partner/customer/ alliance or account planning documents for specific services and solutions.

Skills/Experience

• Minimum 5-year demonstrable record of accomplishment in selling complex outsourcing and managed service solutions to the enterprise and mid-market within a channel driven mentality
• Strong understanding of workspace, cloud and managed service solutions.
• Proven track record of winning, leading and implementing complex deals
• Experience selling solutions incorporating cloud, connectivity and technologies.
• Ability to construct innovative deals that play to Fortinets’ strengths, both meeting and exceeding client expectations.
• Understanding of organisational navigation: ability to get things done in a complex environment both externally and internally.
• Strong problem solving and negotiating skills at Director level.
• Strong planning and organisation skills, and compelling presentation skills.
• Be used to working in high pressure environments, on your own and as part of a team.
• Broad understanding of the Information Technology marketplace.
• A proven network of senior level (Director and above) contacts
• Strong interpersonal skills, able to build trust and long-term relationships within the client organisation.
• Proactive change agent, able to understand both the client’s and Fortinets’ business requirements to achieve a win-win outcome.

Qualification/Certification requirements

• Graduate level (preferred) or through proven experience / reference
• Appropriate Sales and negotiation abilities
• Project Management experience would be beneficial.