The Business Development Manager SASE is responsible for establishing relationships with large and medium-sized businesses (customers/partners) on behalf of Fortinet, as well as maintaining and growing business with installation base partners/customers.
This role will sell the breadth of Fortinet’s capabilities, with a specific focus on SASE engagements, infrastructure, and security services. The role holder will manage the engagement and development of significant deals and have an outstanding track record of selling complex solutions and services in full collaboration with the in-country/territory team of Major Account Managers, Channel Managers, etc.
Over time, more Fortinet partners/customers will have legacy infrastructure to run their workloads but will want to transform into the new agile, digital world. To ensure a stronger pull towards the new world over legacy, we 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, and prospects.
Overall sales/technical expertise
* Has held various roles across numerous sectors; consultancy experience is desirable.
* Success track record in growing business in an international IT vendor.
* While experience in large organizations is desirable for our high-growth ambition, more important are the skills/experience/qualities related to a digital world BDM, especially in SASE:
* Demonstrable expertise within SASE.
* Understanding of modern methodologies such as design thinking, agile, and lean business models, which are increasingly important to partners, customers, and proposals.
* Experience in big, complex digital transformations.
* Understanding of innovation, enabling innovation (tailored to 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 revenue maximization.
* Ensure partner/customer satisfaction is maintained at the highest levels.
* Develop account plans focusing on relationship development, account growth, and retention within the existing install base and net new customers/partners.
* Manage and develop a long-term, sustainable pipeline of new deals in both existing and new partners/customers.
* Achieve the set revenue targets.
* Produce quarterly and annual business and activity plans for the region and/or market segment.
* Maintain all relevant partner/customer and contact information in Salesforce.
* Communicate Fortinet’s sales and marketing objectives clearly to all partners, customers, and accounts.
* Collaborate with third-party advisory organizations and attend vendor meetings.
* Prepare and deliver sales proposals and presentations.
* Develop partner/customer/alliances or account planning documents for specific services and solutions.
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