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(I418) Business Development Manager

hace 2 meses

Madrid, España Fortinet A tiempo completo

Business Development Manager - Telefónica WW
The Business Development Manager 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 install base partners/customers.
This role will sell the breadth of Fortinet's capabilities, with specific focus on public cloud 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, there will be more and more Fortinet partners/customers who 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 the 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.
Overall sales/technical expertise is required. The candidate should have held various roles across numerous sectors, and consultancy experience is desirable. A successful track record in growing business in an international IT vendor is essential.
While big organization experience is desirable for our high growth ambition, we require other more important factors relating to a new, digital world BDM role: a BDM who specializes in Cloud and everything encapsulating the new, digital world must possess the following skills/experience/qualities:
Qualified and expertise in a public cloud such as AWS, Azure, or GCP, and most importantly, understand new world approaches to fault tolerance, resilient architectures (high availability, failover, DR), etc.
Understanding of modern methodologies and movements such as design thinking, agile, and lean business models.
Understanding of current and future technologies such as AI, machine learning, container security, etc.
Experience in big complex digital transformations.
Understanding of how to enable innovation 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 maximizing 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, building pro-active plans generating pipeline.
Maintain close knowledge of the client's business and Fortinet's service portfolio to ensure alignment of appropriate upselling 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 partners/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.
Work with third-party advisory organizations and attend 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 Fortinet's strengths, both meeting and exceeding client expectations.
Understanding of organizational 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 organization skills, and compelling presentation skills.
Experience working in high-pressure environments, both independently 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 organization.
Proactive change agent, able to understand both the client's and Fortinet's 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.
Full time
Posting Date: 2024-08-23

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