Business Development Manager - Telefónica WW The Business Development Manager 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.
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, build proactive plans generating pipeline.Maintain close knowledge of the client's 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.
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