Global alliances manager will be responsible for Global engagement for India Led GSI ecosystem accelerating cyber security revenues through ecosystem development and offer driven GTM.
Role Description :
1.) Develop and maintain detailed solid understanding key Global System Integrator offerings portfolio and bring to bear Fortinet strengths to fill partner portfolio gaps and improve partner’s ability to compete.
2.) Build and develop durable executive relationships, both globally and in the regions, resulting in a delighted partners and mutual customers.
3.) Own, influence, and orchestrate relationships globally and in the field with the partner offering teams that can help drive Fortinet offerings and strategic positioning.
4.) Facilitate engagement between FTNT product management teams and the partners to support joint solution development and roadmap evolution.
5.) Identify and drive joint offering opportunities and placement of FTNT technologies as partner acknowledged “standards”.
6.) Understand Partner’s service offerings, service delivery models and constraints, and lead effort to develop deployment models for FTNT products.
7.) Responsible for overall pricing strategy with partner and decision support analysis for pricing and discounting decisions.
8.) Lead the Regional Alliance Managers and Technical Account Managers, support large joint deals with field sales reps and regional leadership.
9.) Enable and train extended Veritas and partner teams on key sales plays and provide global deal coordination.
10.) Facilitate legal requests, manage contract negotiations, licensing engagements and market/demand generation activities.
Skill Needed
1.) At least 10 years of relevant professional experience, ideally in the following disciplines: business development/alliances; partner sales at a leading high-tech company; enterprise sales; GSI practice; or OEM sales.
2.) At least 5 years of direct experience selling to, through and with leading GSIs, as-a-Service models and indirect sales motions.
3.) Strong knowledge of FTNT products and processes preferred. Cybersecurity industry knowledge.
4.) Technical skills including the ability to understand (1) product roadmaps; (2) market conditions and factors; and (3) complex partner requirements.
5.) Graduate degree required.
6.) Track record of outstanding alliance sales performance at past roles.
7.) Ability to think strategically and translate strategy into execution plans.
8.) Ability to influence and build consensus with people across all levels and functions with a sense of urgency.
9.) Experience negotiating complex agreements in a timely manner.
10.) Crisp and effective communication skills, including significant experience presenting to senior executives.Ability to convey a shared vision to build buy-in for an idea or concept.
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