Director - Business Development Team (DACH region)

Location: Germany

In this key role, you will manage the Business Development Unit. Create and implement strategic plans focused on the development of Fortinet products and services. Develop executive relationships with key buyers and influencers in the D A CH region and manage these relationships.  You will furthermore be responsible to build and promote the Company’s position as the worldwide leader in all  security solutions. Accountable for managing at least one faculty of BDM D A CH, spearheading new business development and successfully developing alliances with key solution provider accounts.  Will motivate, educate and train the sales colleagues, partners, customers and prospects in the Company’s products and technologies.  Educate sales in all ew technologies and innovations of FORTINET’s security portfolio. 

The Manager Business Development  is responsible for establishing relationships with large and medium sized businesses (customers/partners) on behalf of Fortinet as well as maintaining and growing business with install base partners/customers. This role will sell the breadth of Fortinet’s capabilities, with specific focus on public cloud engagements, infrastructure and security services. 
The role holder will manage the engagement and development of significant deals and have an outstanding track record of selling complex solutions and services in full collaboration with the in country/territory team of Major Account Managers, Channel Managers etc. 

Responsibilities: 

Manage and motivate a team of Business Development Managers  Maximize Fortinet opportunity while providing value added solutions to customers  Serve as lead contact responsible for the flow of information to/from executive management  Work closely together with the account managers in order to maximize the primary business focus and serve as 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 MAMs, Technical Sales Engineers, and Consulting Professionals  Consistently evangelize and educate on innovative solutions and products  Travel within assigned territory as required  Provide ongoing sales and technical trainings to partners, customers and prospects  Act as key Business Development strategist to regional sales managers within region.   Partner with Fortinet marketing and engineering teams to drive revenue growth within region.  

Required Skills:  

5 year technology selling 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   Selling experience must include one of the following : 1) Firewall/VPN, 2) OT Security 3) Cloud Solutions 4) SASE  Excellent presentation skills to executives & individual contributors   Excellent written and verbal communication skills   Lead the development of an effective portfolio business plan outlining the strategy for success and maximising revenues.   Responsible for ensuring partner/customer satisfaction is maintained at the highest levels.   Find and develop profitable new accounts and business opportunities within a channel driven mentality.   Map, build and deploy a long term relationship with the Public Cloud Vendors (Microsoft, Google, AWS, Oracle, Alibaba…)  Achieve the revenue targets set out, build pro-active plans generating pipeline.   Maintain close knowledge of the client’s business and Fortinets’ service portfolio to ensure alignment of appropriate up selling and cross selling of Fortinet solutions.   Produce workable quarterly/annual business and activity plans for the region and/or market segment and develop profit improvement plans to justify the value of our solutions/services to our partners/customers.   Record and maintain all relevant information regarding partner/customers and contacts, prospects and suspects in Salesforce.   Ensure full communication of Fortinets’ sales & marketing objectives to all partners/customers/accounts.   Ensure that the public cloud sales pipeline model is kept updated by providing timely and accurate forecasting and pipeline information.   Develop and maintain partner/customer relationships at multiple levels including problem solving and formulation of response to immediate and future partner/customer requirements.   Works with third party advisory organisations and attends third party vendor meetings.   Prepare and deliver sales proposals and presentations.   Prepare partner/customer/ alliance or account planning documents for specific services and solutions.     Strong understanding of workspace, cloud and managed service solutions.   Proven track record of winning, leading and implementing complex deals   Experience selling solutions incorporating cloud, connectivity and technologies.   Ability to construct innovative deals that play to Fortinets’ strengths, both meeting and exceeding client expectations.   Understanding of organisational navigation: ability to get things done in a complex environment both externally and internally.  

 

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, or any other applicable legally protected characteristics in the location in which the candidate is applying.