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Business Development Manager
3 months ago
In this key role, you will manage and conduct sales of Fortinet's Secure SD-WAN and SASE solutions through Canada Service Providers.
The main objective is the increase of funnel with the MSPs of the Fortinet solution, this increase must be obtained as a result of the creation and execution of a strategy so that the MSPs have a Managed Secure SD-WAN and SASE offer powered by Fortinet, this is achieved by executing activities for the development of the offer as well as joint GTM activities in conjunction with the MSPs to jointly capture the market.
Responsibilities:
- Creation and execution of a B2B growth strategy and plans between Fortinet and the MSPs defined in their territory for the development of a joint offer and market capture.
- Development of the content that supports the strategy, this considers some documents such as service catalog, executive presentations, business models, list of necessary demos, suggestions for homologation tests, material for Joint GTM activities among other documents.
- Development of executive relationship with Product Managers and CMOs of MSPs being a trusted advisor to influence their strategy and work together with Fortinet.
- Organization and execution of sales enablement to the Fortinet sales force (MAM and SEs) in their assigned territory.
- Sales and funnel analysis periodically in order to understand the business KPIs and take the necessary actions to meet the objective of increasing funnel.
- Having an indepth knowledge of business solutions and value proposition in SD-WAN and SASE
- Creation of Up-Selling and Cross-Selling strategies of the technology that you lead in conjunction with other Fortinet products, present it to the MSP to create a competitive advantage.
- Execution of Sales Enablement to the commercial force of the MSPs with the idea that they become Fortinet ambassadors with their final customers, positioning their offer with our competitive differentiators.
- Works closely together with the local account managers to maximize the primary business focus
- Travels within assigned territory is required
Required Skills:
- Experience in the network and security industry with
- 10+ years in sales and presales roles
- Experience with Secure SD-WAN and SASE solutions and offerings with MSPs
- Experience in B2B sales thru MSPs
- Demonstration of executive relationship in the MSPs industry
- Excellent presentation skills to executives & individual contributors
- Excellent written and verbal communication skills
- Goal oriented individual, with vast interpersonal managerial skills, strong business acumen and positive leadership abilities with proven results in mentoring, motivating, and developing teams.
Education:
- Bachelor's degree or equivalent, MBA preferred.
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