Business Development Manager - Cloud

Cloud Products Business Development Manager (BDM)

Fortinet is seeking a Business Development Manager (BDM) that will manage and drive both the solution portfolio/proposition and sales engagements for Cloud Product solutions across the UK&I Region Sales territories with Field Sales organisation and also drive the Cloud agenda and business acceleration with the Hyperscalers and Channel Partners. 

The BDM role will take in-Region (UK&I) Responsibility for defined Cloud Products portfolio including, but not limited to solutions such as FortiCNAPP, FortiAppSec, Cloud Consulting Services, WAF, FortiCNP & FortiCNF.

The role requires focus to ensure the value proposition for these solutions is fit for purpose in UK&I market, is documented, communicated and accelerated to our target Cloud Partner network. 

The BDM will take responsibility for Sales enablement to the identified target focus Partners and will work in conjunction with the Fortinet high-touch sales team to drive Cloud Products portfolio traction, build pipeline and generate business to exceed growth acceleration goals.

Key success criteria for this role are to act as a Cloud Products sales specialist working with target Channel Partners and high-touch sales to build pipeline, engage on specific larger opportunities, develop and progress the deal, and assist managing through the sales lifecycle to closure. 

Primary Responsibilities:

• Develop and manage High-touch sales and Channel Partner relationships, as well as be a key point of contact for ‘Cloud Products’ opportunities.
• Build and implement Partner account & marketing plans for Cloud products opportunity and sales acceleration
• Own the value proposition and messaging (and sales enablement) for the assigned Cloud Products solution portfolio into the target Channel – both directly and in conjunction with partner sales. 
• Generate a sales pipeline, qualify opportunities, and accurately forecast pipeline
• Achievement of agreed quarterly sales goals
• Channel effectiveness: Adept at working/developing opportunities with ecosystem partners
• Excellent communicator, including the ability to deliver engaging & effective presentations to an exec audience
• Effective in a collaborative environment, particularly interacting with product and business professionals 
• Collaborate with (Client & Channel) Account Managers & Sales Engineers ensuring they understand how Cloud Solutions deliver value to their customers and partners 
• Establish self as a trusted advisor to prospects & customers working with the Field Sales / SE teams 
• Deliver outstanding service and problem resolution to Fortinet partners and customers

Critical characteristics

Required Skills:

• Experienced forward-thinking sales professional with a proven ability to understand and execute in given technology business sector 

• Ideally some cloud technical background or at least a strong working knowledge of Cloud Security Products and propositions, coupled with a strong market and competitor proposition knowledge. 

• Strong business and financial acumen with a demonstrated ability to understand both short-term and long-term financial impact of business decisions 

• Previous experience designing business plans and market strategies 

• Proven experience in understanding, working with and being successful leveraging the Partner ecosystem to drive sales.

• 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, communication and presentation skills to evaluate complex problems to find a systematic approach to gain a quick resolution

• Ability to work independently with little direction – travel will be required in territory

Education:

• Bachelor’s Degree or equivalent experience. Graduate Degree favorable.

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