Business Development Manager
Fortinet
Panama
hace 4 días

Responsibilities :

  • Creation and execution of a B2B strategy 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.
  • Creation of commercial strategy considering the advances of the Fortinet portfolio and applying them as competitive advantages in the offer that the MSP can have with its end customer.
  • Participation in the industry events related to the technology that you lead to be up to date in the understanding of technological trends and apply them in your commercial strategy.
  • 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 pre-sales roles
  • 2 years in business development roles
  • Experience with solutions and business models of main Cloud Providers
  • Experience with In-Built Security Solutions like NGFW, URL-F, Anti-Spam and others
  • Experience with Security delivered from the cloud like SASE solutions
  • Experience in B2B sales thru MSPs
  • Demonstration of executive relationship in the MSPs industry
  • Needs to speak Spanish and English fluently. Portuguese is a plus.
  • 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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