Business Development Manager Cloud (Public/Private)
Location: Madrid
The Business Development Manager Public and Private Cloud 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.
Over time, there will be more and more Fortinet partners/customers who have legacy infrastructure to run their workloads, but want to transform into the new agile, digital world. To ensure there is a stronger pull towards the new world over legacy (ensuring long-term customer journey and revenues), we would need a BDM whose primary focus is on the digital world but also has legacy world experience. From an outside perspective, this will look smooth and consistent to our partners/customers/prospects.
Overall Sales/Technical Expertise- Has held various roles across numerous sectors and consultancy experience desirable.
- Success track record in growing business in an international IT vendor.
- While big organization experience is desirable for our high growth ambition, we require other more important factors relating to a new, digital world BDM role: in our mind, a BDM who specializes in Cloud and everything encapsulating the new digital world must possess the following skills/experience/qualities because they will be engaging with our future partner/prospects/customers and selling the future digital vision:
Qualified and expertise in a public cloud such as AWS, Azure, or GCP and most importantly, understand new world approaches to fault tolerance, resilient architectures (high availability, failover, DR), etc.Understanding of modern methodologies and movements such as design thinking, agile, and lean business models as this is even more important to partners/customers and proposals.Understanding of current and future technologies such as AI, machine learning, container security, etc.Experience in big complex digital transformations.Understand Innovation, how to enable innovation (different approach for each partner/customer) and how this leads to differentiation and market disruption.Responsibilities/AccountabilitiesLead the development of an effective portfolio business plan outlining the strategy for success and maximizing revenues.Responsible for ensuring partner/customer satisfaction is maintained at the highest levels.Develop account plans that focus on client relationship development and account growth/retention within install base and net new customers/partners.Find and develop profitable new accounts and business opportunities within a channel-driven mentality.Manage and develop a long-term sustainable pipeline of new deals, into both install base and net new partners/customers.Map, build and deploy a long-term relationship with the Public Cloud Vendors (Microsoft, Google, AWS, Oracle, Alibaba).Achieve the revenue targets set out and build pro-active plans generating pipeline.Maintain close knowledge of the clients' business and Fortinet's service portfolio to ensure alignment of appropriate upselling 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 partners/customers and contacts, prospects, and suspects in Salesforce.Ensure full communication of Fortinet's 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.Work with third-party advisory organizations and attend third-party vendor meetings.Prepare and deliver sales proposals and presentations.Prepare partner/customer/alliance or account planning documents for specific services and solutions.El anuncio original lo puedes encontrar en Kit Empleo:
https://www.kitempleo.es/empleo/129759903/business-development-manager-cloud-public-private-xb352-madrid/?utm_source=html
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