Major Accounts Manager

Fortinet; Melbourne; Remote; AUD 180.000 - 240.000; Vollzeit

Zusammenfassung

Fortinet in Australia is seeking a dynamic Major Accounts Manager to lead sales engagements with named enterprise accounts and key telco partners. You will develop strategic account plans, build business cases, and drive multi-faceted deals across Fortinet's security portfolio.

In this role you will cultivate executive relationships, collaborate with global and local teams, and propel revenue growth through complex, value-based proposals.

Qualifikationen

• Proven ability to articulate clear value proposition and competitive differentiation.
• Track record of meeting or exceeding quotas.
• Experience closing large enterprise deals.
• Excellent presentation skills to executives.
• Strong written and verbal communication.
• Self-motivated, independent thinker able to move deals.
• Experience selling to large organisations.
• Experience selling enterprise network security products and services.

Aufgaben

• Generating opportunities and managing the sales process through to closure.
• Develop and execute go-to-market strategies with internal stakeholders.
• Achieve quarterly and annual sales goals.
• Generate a sales pipeline and accurately forecast opportunities.
• Sell Fortinet’s security portfolio and maintain major accounts.
• Expand Fortinet’s footprint in assigned accounts and ensure customer satisfaction.
• Collaborate with Fortinet teams and work independently when needed.
• Negotiate and influence across management levels to build consensus.

Kenntnisse

Value proposition articulation

Quota achievement

Closing large deals

Executive presentation

Verbal and written communication

Self-motivated

Hunter mentality

Enterprise security sales

Ausbildung

BS or equivalent

Graduate degree preferred

Jobbeschreibung

Major Accounts Manager (MSSP) - Sydney/Melbourne

Location: SYDNEY, NSW, Australia

Location: Australia (Sydney, Melbourne)

This is an exciting multifaceted role. In this key role, you will manage and drive direct sales engagements into a set of named accounts and strategic partners. Your focus will be two-fold, create and implement strategic account plans focused on:

• Primarily attaining enterprise-wide deployments of Fortinet products and services with all areas of the named accounts.
• Develop business case to build services for telco customers (midmarket, SMB, consumer, and enterprise), work with your virtual team to drive Fortinet revenue.

Critical elements of the role will include:

• Industry knowledge - Strong understanding of telco core platforms and its enterprise platforms, telco industry knowledge including 5G, Cloud, Edge Cloud, IoT, and other technologies being adopted by telcos and service providers.
• Strategic executive relationships - The ability to develop executive relationships and have strategic conversations concerning how the telco landscape can be monetized, both within the telco core network as well as through its partner channel and ecosystem.
• Business case development - Build internal business case for investment of resources into those names accounts by developing and communicating value proposition to multiple stakeholders at different levels of the organisation (both within the customer accounts and internal).
• Complex deal experience - Experience in driving complex deals including solution design, negotiating legal T&Cs, and developing innovative commercial models.
• Solution development - The ability to work with internal technical stakeholders and partners within the telco ecosystem in order to provide solutions with a clear ROI.
• Development and execution of strategic plan - Develop and communicate strategic plan and work with your virtual team - comprising of local and global technical team, channel team, training team, marketing, project management, thought leadership team and insides sales teams and others where necessary.

You would act as the key Account Manager for Telecommunications and Service Providers.

As a Major Accounts Manager, you will:

• Generating opportunities and managing the sales process through to closure of the sale.
• Work with internal stakeholders to develop and execute successful go to market strategy.
• Achievement of agreed quarterly / annual sales goals.
• Generate a sales pipeline, qualifying opportunities, and accurately forecast pipeline.
• Selling Fortinet’s entire security portfolio and maintaining relationships with a set of major accounts.
• Responsible for expanding Fortinet’s footprint in the assigned accounts and ensuring ongoing. customer satisfaction.
• To collaborate with extended Fortinet teams but also work independently to accomplish the required tasks.
• Collaborate with all levels of management in order to negotiate and influence to build consensus.

Requirements:

• Proven ability to, not only sell, but articulate clear value proposition and competitive differentiation to your customers.
• A proven track record of quota achievement and demonstrated career stability
• Experience in closing large deals and ability to demonstrate developing and executing on strategy
• Excellent presentation skills to executives & individual contributors
• Excellent written and verbal communication skills
• A self-motivated, independent thinker that can move deals through the selling cycle
• Minimum 8 years sales experience selling in selling to large organisations .
• Minimum 3 years selling enterprise network security products and services.
• Candidate must thrive in a fast-paced, ever-changing environment.
• Competitive, Self-starter, Hunter-type mentality.
• BS or equivalent experience, graduate degree preferred

Fortinet is an Equal Opportunity employer.

We will only notify shortlisted candidates.

Fortinet will not entertain any unsolicited resumes, please refrain from sending them to any Fortinet employees or Fortinet email aliases. Should any Agency submit any resumes to Fortinet, these resumes if considered, will be assumed to have been given by the Agency free of any related fees/charges.

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Join Fortinet, a cybersecurity pioneer with over two decades of excellence, as we continue to shape the future of cybersecurity and redefine the intersection of networking and security. At Fortinet, our mission is to safeguard people, devices, and data everywhere. We are currently seeking a dynamic Major Accounts Manager to contribute to the success of our rapidly growing business.