Business Solutions Consultant for Pre-Sales

vor 4 Wochen

Frankfurt am Main, Hessen, Deutschland Fortinet Vollzeit

Pre-Sales Business Consultant

At Fortinet, we envision a digital landscape that fosters trust and security, which is vital for creating equitable and sustainable societies. We are committed to realizing this vision through the innovation of sustainable security technologies, the diversification of cybersecurity talent, and the promotion of responsible business practices throughout our value chain.

Fortinet Germany has consistently outperformed the security market, contributing to high-profit revenue streams that bolster Fortinet's global success. A significant differentiator in our approach is our PreSales organization, which boasts exceptional coverage and expertise in security technology, surpassing the average vendor presence in the industry.

Key Objectives:

In this pivotal role, the Business Consultant will collaborate closely with a sales representative within the Healthcare sector. The primary mission of the Business Consultant is to cultivate and sustain trusted relationships with key customer stakeholders, serving as a technical and business advisor for designated strategic accounts while establishing a compelling value proposition for the Healthcare market. The main responsibility is to showcase the business value of Fortinet's services, solutions, and architectures, addressing customer challenges, strategic priorities, and operational goals. This effort ensures that the architectural vision aligns with the desired outcomes and capabilities necessary for customers to support significant investments in Fortinet.

Responsibilities:

  • Develop and maintain consultative relationships with customers and their stakeholders on both technical and business levels, working alongside Product, Services, and Solution Architect Teams to create customer-centric architectures that drive industry innovation.
  • Lead the architectural design in accordance with Fortinet's technology strategy, aligning with key business drivers to resolve customer challenges and market issues, and mapping out how individual projects contribute to the future state architecture.
  • Gain a comprehensive understanding of the customer's business strategy, success metrics, challenges, and strategic partnerships, demonstrating Fortinet's relevance to executive stakeholders.
  • Stay informed about Fortinet's corporate strategy and direction regarding key solutions and service offerings.
  • Deliver and support presentations to customers, and provide architecture selling concepts and methodologies to Sales, PreSales, and Fortinet partners.
  • Identify prime opportunities and assist in constructing a business case.
  • Oversee and manage all technical aspects of the sales cycle, from initial inquiries to demonstrations, RfX, and PoCs as needed, including project management and active participation in PoCs with relevant internal and external teams.
  • Maintain knowledge of solutions, industry trends, and regulations, understanding how Fortinet can leverage these to differentiate from key competitors.
  • Collaborate with peers, Consulting System Engineers (CSEs), Solution Architects, and Subject Matter Experts on complex opportunities, capturing and managing customer requirements through the Consulting System Engineering Team to Product Management.

Required Skills:

  • A minimum of 7 years of experience in cybersecurity, networking, or solution architecture, with a proven track record of success.
  • A senior-level, customer-focused technical sales professional with knowledge of customer-specific business drivers and their networking and security platforms, including adjacent technology and solution areas.
  • A strong collaborator, self-motivated, and an effective communicator with a proactive mindset and entrepreneurial spirit.
  • Demonstrated ability to work independently and lead a team in a collaborative environment.
  • Solid understanding of the assigned customer's vertical industry: Retail & Media (Pharma & Chemical) and its trends, influences, and relevant regulations at a global level, along with foundational knowledge of Data Center architectures, Security Architectures, Modern Software Architectures, Cloud Architectures, Security Operations, and IT Security standards.
  • Proficiency in both German and English.
  • Ability to engage with senior levels of internal and external organizations is essential.
  • Exceptional verbal and written communication, presentation, prioritization, and interpersonal skills for interactions with executives and individual contributors.
  • Good knowledge of networking and network security principles.
  • Willingness to travel 20-50% of the time.

Education:

  • Bachelor's degree or equivalent experience; a graduate degree is preferred.
  • Significant industry certifications (SANS, CISSP, CCIE, etc.) are preferred.

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