Logo of Huzzle

Home

Matches

Explore

Manage

Business Development Manager

image

Fortinet

1mo ago

  • Job
    Full-time
    Senior Level
  • Sales & Business Development
    IT & Cybersecurity
  • Paris

AI generated summary

  • You have proven success in international IT sales, expertise in cloud technologies, strong problem-solving skills, and a network of senior contacts. Experience in complex digital transformations is essential.
  • You will develop business plans, enhance partner satisfaction, manage accounts, generate new opportunities, cultivate relationships, forecast sales, and prepare proposals to achieve revenue targets.

Requirements

  • Has held various roles across numerous sectors and consultancy experience desirable
  • Success track record in growing business in an international IT vendor
  • 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
  • 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.
  • Graduate level (preferred) or through proven experience / reference
  • Appropriate Sales and negotiation abilities
  • Project Management experience would be beneficial.

Responsibilities

  • 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 partners/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 Fortinet’s 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 Fortinet’s 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.

FAQs

What is the primary responsibility of the Business Development Manager at Fortinet?

The primary responsibility is to establish and maintain relationships with large and medium-sized businesses while growing the business with install base partners/customers, focusing on public cloud engagements, infrastructure, and security services.

What experience is required for this role?

A minimum of 5 years of demonstrable experience in selling complex outsourcing and managed service solutions, preferably within a channel-driven mentality, is required.

What qualifications are preferred for this position?

A graduate level education is preferred, along with appropriate sales and negotiation skills. Project management experience would also be beneficial.

What kind of technology understanding is required for this role?

A strong understanding of workspace, cloud, and managed service solutions is required, including knowledge of AWS, Azure, or GCP, and familiarity with current technologies such as AI and machine learning.

Will the Business Development Manager be involved in sales proposals?

Yes, the role involves preparing and delivering sales proposals and presentations, as well as planning documents for specific services and solutions.

How does Fortinet view its partners/customers?

Fortinet aims to maintain partner/customer satisfaction at the highest levels and develops long-term relationships by focusing on their immediate and future requirements.

Is there a focus on digital transformation in this role?

Yes, the role has a primary focus on digital transformation while also possessing experience with legacy infrastructure to ensure a smooth transition for partners and customers.

What are the key responsibilities associated with this role?

Key responsibilities include leading business plans, developing account strategies for growth, managing a sustainable pipeline of deals, and maintaining knowledge of Fortinet's service portfolio for effective upselling and cross-selling.

What type of sales approach is expected from the Business Development Manager?

A channel-driven mentality is required, as well as the ability to find and develop profitable new accounts and business opportunities.

Does Fortinet support remote work for this position?

Yes, this position supports remote work in a hybrid format.

image

Fortinet

Our mission is to secure people, devices, and data everywhere.

Technology
Industry
10,001+
Employees
2000
Founded Year

Mission & Purpose

Fortinet is a cybersecurity company that provides network security solutions to businesses, organisations, and governments worldwide. Their core focus is on delivering comprehensive and integrated security solutions to protect against various cyber threats, such as malware, ransomware, data breaches, and other advanced cyberattacks. Fortinet offers a wide range of products and services, including firewalls, intrusion prevention systems, secure access solutions, cloud security, and more, to safeguard their clients' networks and data. Their ultimate mission is to provide robust and proactive cybersecurity measures to help their customers defend against evolving threats and ensure the resilience of their digital infrastructure. Fortinet's purpose is to secure the digital world, offering cutting-edge technologies and expertise to support their clients in achieving a secure and reliable digital environment, fostering trust, and enabling businesses to operate securely in the ever-changing cyber landscape.

Benefits

  • Competitive salary and incentive compensation, stock awards, health and welfare benefits.

  • A 401(k) savings plan with a company match.

  • Paid time off and wellness programs.

  • We recognize outstanding performers as “FortiChamps” with cash and stock awards.