Business Development Manager
Fortinet
Panama
hace 6 días

Experience :

  • 5+ years of related, proven experience in selling cybersecurity and / or networking solutions applied to the operational technology space in a customer-facing role
  • Minimum 5 years of experience as a BDM in a matrix organization crafting deals in at least 3 of these segments : Utilities (energy, oil & gas, water), manufacturing, transportation, logistics, healthcare, pharmaceutical, food processing, smart buildings, smart cities, critical infrastructure
  • Experience in designing solutions based on OTCI standards and architectures
  • Past experience in delivering OT projects in a professional services engagement is highly desirable
  • Background in cybersecurity in general, Information Technology and networking will be valued
  • Responsibilities :

  • Drive sales process from prospection of new opportunities till closure / delivery
  • Maximize Fortinet opportunities while providing value added solutions enhancing the offer within the OT space
  • Develop innovative product and service offerings to enhance Fortinet’s portfolio and increase share of mind and share of wallet
  • Work closely together with the local account teams to ensure there is proper focus on OT related deals
  • Develop relationships with key decision makers, influencers, and partners
  • Forge and manage partnerships with global and regional technology providers to complement Fortinet’s offerings
  • Manage effective working relationships with assigned regional sales and engineering teams
  • Travel within assigned territory is required
  • Maintain accurate forecasting of OT deals within the assigned territory
  • Requirements / Qualifications :

  • Ability to manage large and complex deals involving highly technical negotiations
  • Excellent presentation skills, both online and in face-to-face settings, capable of delivering product and technology presentations to technical and business audiences to all levels within a customer organization.
  • Excellent written and verbal communication skills as well as listening and negotiation skills
  • A self-motivated, independent doer who can move deals through the selling cycle
  • Ability to add value as a team member by collaborating with a variety of teams such as engineering, sales, product management, customer support and professional services
  • Candidate must thrive in a fast-paced, ever-changing environment
  • Knowledge of standards and cybersecurity best practices for OT and IT environments
  • Competitive, self-starter, team player
  • Knowledge of Salesforce or equivalent
  • Proficiency in MS-office suite (PowerPoint, Word, Excel, Outlook, Teams)
  • Proficiency with video collaboration tools (MS Teams, Zoom, Gotowebinar, Webex)
  • Availability to travel regionally and internationally
  • Education, Certifications :

  • Bachelor’s degree in Computer Science, Information Systems, Electrical Engineering or equivalent
  • Proficiency in English and Spanish required, conversational Portuguese is highly desirable
  • Technical certifications (ex. ISA / IEC 62443, SANS ICS (GICSP, GRID e GCIP)) are a plus
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