Major Account Manager

🕒 April 23

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Fortinet

WebsiteLinkedInAll Job Openings

10,000+ employees

🔒 Cybersecurity

☁️ SaaS

🤝 B2B

💰 $6.5M Series B on 2005-01

Cybersecurity • SaaS • B2B

Fortinet is a leading provider of cybersecurity solutions, focusing on securing networks, applications, and data across various environments. The company offers a comprehensive platform that includes advanced threat protection, secure access service edge (SASE), and networking solutions, all integrated into a single point of management. With a commitment to innovation and efficiency, Fortinet serves a wide range of industries, securing over 700,000 enterprise customers and government organizations globally.

📋 Description

• Manage every aspect of the partnership between Fortinet and our Global System Integrator (GSI) partners in Canada. • This includes building product and services initiatives, implementing account plans and marketing plans. • Motivate, educate, and train GSI sales reps and technical influencers on Fortinet products and how to sell them; find new business; be a key contributor to the revenue growth of the region, and manage to the company growth targets. • The position also be responsible for sell to the GSI. • The Major Account Manager will build and promote the Company’s position as the worldwide leader in Enterprise Security. • Create business plan that will provide appropriate execution steps to achieve target growth by: • Working with product and technology leaders within the GSI partner, develop distinct products, services, and offerings powered by Fortinet technology. • Building a regular cadence of relationship-building, responsible for exercises to enable stronger partnerships • Work at a deal level to facilitate the joint pipeline, provide weekly tactical support on order processing and order management, and ensure purchase orders are submitted in a timely manner according to Sales forecasts in Salesforce • Educate the GSI team on our enterprise security platform value proposition to drive growth • Educate the Fortinet Sales team on GSI offerings to better leverage their influence to successfully sell jointly into key accounts. • Work with joint country leadership (Sales, SE, Marketing, Channel) to implement local business plans. Ensure the right cross-functional and decision-making stakeholders at our GSI are involved in the Business Plan process and sign-off on its approval • Develop and lead Quarterly Business Reviews (QBR) with cross-functional stakeholders from both organizations to measure progress against mutual business objectives • Share and communicate GSI product offerings to internal teams; translate needs into solutions • Actively work with the GSI teams to proactively generate leads and to have Fortinet introduced to the GSI clients and prospects • Balance short term revenue initiatives with longer-term development objectives • Sell to the GSI partner

🎯 Requirements

• Proven track record in one or more of accounts listed. • Fully qualified, experienced sales professional that is forward thinking and has an expert understanding of the technology business sector. • Minimum ten + years prior sales experience a must. • Previous experience designing business plans and market strategies with MSSPs or GSI’s. • Previous experience managing GSI relationships at all levels (Dir/VP/C) • Proven ability to sell solutions. • A proven track record of quota achievement and demonstrated career stability • Excellent presentation skills to executives & individual contributors • Excellent written and verbal communication skills • A strategic and independent thinker that can move deals through the selling cycle • Competitive, Self-starter, Hunter-type mentality • Bilingual French and English • Previous experience in network and cyber security including, but not limited to SD-WAN, ZTNA, Security Operations tools

🏖️ Benefits

• We offer a supportive work environment and a competitive Total Rewards package to support you with your overall health and financial well-being.