Enterprise Sales Team Manager
vor 4 Wochen
Key Account Manager - Unified Threat Management
In this key role, you will lead a team of Enterprise Account Managers, coordinating with internal groups to deliver winning Contract Bids, Proposals, RFI/RFP Responses, and Statements of Work. You will negotiate terms of business with clients to achieve win/win results, providing a strong foundation for ongoing relationships. Your responsibilities will include building and promoting Fortinet's position as a worldwide leader in Unified Threat Management, specifically through the VAR community.
You will be accountable for managing all reseller partnerships within Fortinet's channel programs, spearheading new business development, and developing alliances with key solution provider accounts. You will motivate, educate, and train partners in Fortinet's products and technologies, expanding sales by building business plans, including MDF strategy, account penetration strategy, and profitability targets.
Responsibilities:
- Lead and motivate a team of Major Account Managers
- Develop account plans to achieve goals and exceed quota responsibility
- Maximize Fortinet opportunities while providing value-added solutions to customers
- Serve as the lead contact responsible for the flow of information to/from executive management
- Work closely with account managers to maximize primary business focus and serve as a team leader responsible for the quality and success of activities in the territory
- Develop relationships with key decision-makers, influencers, and partners
- Manage effective working relationships with assigned region RSMs, Technical Sales Engineers, and Consulting Professionals
- Consistently build and deliver on an accurate territory pipeline
- Travel within assigned territory is required
- Manage key Fortinet partners and end-users in the region
- Build revenue and non-revenue business plans with these partners
- Provide ongoing sales and technical trainings to these partners
- Build marketing plans to drive incremental sales pipeline and revenues with development funds
- Act as a key channel strategist to regional sales managers within the region
- Partner with Fortinet marketing and engineering teams to drive revenue growth within the region
- Provide geographic channel coverage for the region
- Carry quarterly and annual revenue targets
Required Skills:
- Extensive technology selling experience
- Proven experience managing a team
- Proven ability to sell solutions to enterprise customers
- Experience in the network security industry
- A proven track record of significant over-quota achievement and demonstrated career stability
- Experience in closing large deals
- Selling experience must include one of the following: 1) Firewall/VPN, 2) AV, 3) IDS/IDP
- 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 degree or equivalent, MBA preferred
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