Business Development Manager - Services

The key elements of this role are to engage with Fortinet account teams and our channel partners to build their knowledge of our Advanced Services portfolio, support them when negotiating the scoping and bidding processes and coach them where necessary on the value proposition relating to all aspects of the Fortinet Advanced Services Portfolio.

The Business Development Manager is a senior role Sales management team reporting directly to the local Senior Director of Sales and dotted to the International Advanced Services Business Development Director.

You will need to become an expert on our full portfolio of services and work with local Sales Directors and their teams to ensure that they understand the value and benefit of Advanced Services, support their sales campaigns and drive the positive business outcomes that our clients expect when they work with us.

You will:

• Be responsible for the achievement of quarterly & annual sales targets
• Assist Account Managers in qualifying services opportunities
• Provide reporting of sales activity and accurate short- and medium-term revenue forecasts
• Participate in and initiate Services update communications through various media including newsletters and webinars
• Identify new opportunities for Service offering development and work with our delivery and commercial teams to bring new services to market
• Collaborate with peers in the European Advanced Services sales team to share experience, best practise and contribute to sales growth planning activity and initiatives.

This will be achieved through presenting at events and meetings within the region and to a wider online audience. Additionally, this will also involve supporting the channel partners in their events and assisting them in the presentation of the Fortinet Services strategy.

Opportunity Assistance

The successful candidate will be required to assist the sales teams in presenting to customers in order to communicate the relevance and business value associated with Fortinet Advanced Services. The role will not include account management responsibilities but does require opportunity assistance on a case by case basis.

Channel and Partner Training

You will be expected to proactively identify opportunities to provide services offering and sales training for Partners and Resellers and support general channel marketing activity.

Internal Training

Responsibility for training Channel Managers, Major Account Managers and Internal Account Managers on positioning the Fortinet Services offerings. This will include assisting the Internal Sales team in identifying new opportunities through understanding the customers operational or project related challenges and relating them to Fortinet Advanced Services.

This role requires regular engagement with the services group. This will include but not limited to.

• Understanding new service offering requirements
• Assisting in specifying service levels or changes
• Advising on commercial changes within service proposals
• Work with International Emerging Services group to develop Advanced Services sales collateral

Required Achievement, Experience and Ability:

• A proven track record of sales quota achievement
• Fluent English is required with some local Language an advantage
• Demonstrated career stability
• Excellent presentation skills at all levels
• Excellent written and oral communication skills
• The ability to motivate and influence sellers without having direct management authority
• A minimum of 8 years of IT Services Selling experience in a major vendor or channel partner.
• Must have the ability to thrive in a high growth, fast paced and rapidly evolving environment.
• Self-motivated, quick thinking and the confidence to take well informed risks to grow the business