Primary Responsibilities:
- Lead the construction and execution of joint account plans with the commercial areas of Telcos (sales) to generate a sales pipeline, qualify opportunities, and accurately forecast pipeline with two strategies:
- Cross-selling over Telco´s install base.
- New Logos in New Solutions (SASE | SecOps)
- Executing SASE demand generation events with Telco´s Secure Connectivity and SD-WAN customers.
- Support Telcos' sales force in presenting advanced cybersecurity service offerings to their current installed base customers, serving as a specialist sales resource for Telcos' commercial areas.
- Plan and lead business development activities that drive a high conversion rate of opportunities generated in SASE and SecOps with the Telco.
- Conduct QBRs with key stakeholders in Telcos B2B areas (VPs and Telco sales leaders) to present the results of funnel generation activities and provide suggestions for optimization. Include an activity plan for the following quarter - Establish as a trusted advisor to C-Level in Telco structure.
- Present quarterly business results to Fortinet's sales leaders regarding the generated pipeline and the conversion rate obtained, with an analysis containing suggestions and a plan of activities to be executed for the following quarter to optimize and boost results.
Required Skills:
- Experience in Telco and Service Providers market, networking and cybersecurity industry with
- Experience in B2B sales thru Telcos-MSPs
- Sales and pre-sales roles
- Consultancy and/or business development roles
- Demonstration of executive relationship in the Telcos-MSPs industry (VP B2B, C-Sales)
- Knowledgeable in the following technologies ZTNA, NGFW, Secure SD-WAN, SASE, VPN, Firewall, Anti-Virus, Anti-Spam, Intrusion Prevention, and Content Filtering
- Excellent communicator/speaker including the ability to make engaging and effective presentations to an executive audience
- Previous experience designing business plans and Go-To market strategies
- Proven ability with solution selling with a hunter mentality
- A proven track record of quota achievement and demonstrated career stability
- A self-motivated, independent thinker that can move deals through the selling cycle
- Strong analytical skills to evaluate complex problems to find a systematic approach to gain a quick resolution.
- Effective in a collaborative environment, particularly interacting with product and business professionals
- Ability to work independently with little direction
- Travel will be required in territory
Education:
- Bachelor Degree or equivalent experience. Graduate Degree favorable. MBA preferred.
Language:
Fortinet (NASDAQ: FTNT) secures the largest enterprise, service provider, and government organizations around the world. Fortinet empowers its customers with intelligent, seamless protection across the expanding attack surface and the power to take on ever-increasing performance requirements of the borderless network - today and into the future. Only the Fortinet Security Fabric architecture can deliver security without compromise to address the most critical security challenges, whether in networked, application, cloud or mobile environments. Fortinet ranks number one in the most security appliances shipped worldwide and more than 500,000 customers trust Fortinet to protect their businesses.
We are committed to providing reasonable accommodations for all qualified individuals with disabilities. If you require assistance or accommodation due to a disability, please contact us at accommodations@fortinet.com.
Fortinet is an equal opportunity employer. We value diversity in our company, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, age, military/veteran status or any other applicable legally protected characteristics in the location in which the candidate is applying.
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