Major Accounts Manager (Mssp) - Sydney/Melbourne

Fortinet; Melbourne; Vor Ort; AUD 150.000 - 230.000; Vollzeit

Zusammenfassung

Fortinet is seeking a Major Accounts Manager to lead direct sales with named telecommunications accounts in Australia. You will develop strategic account plans, drive enterprise-wide deployments of Fortinet security solutions, and build business cases with telco customers to increase services revenue.

You will manage complex deals, articulate value propositions to executives, and coordinate with global and local Fortinet teams to execute GTM strategies.

Qualifikationen

• Proven ability to articulate clear value proposition and competitive differentiation to customers.
• Track record of quota achievement and demonstrated career stability.
• Experience in closing large deals and executing on strategy.
• Excellent presentation skills to executives and individual contributors.
• Excellent written and verbal communication skills.
• Self-motivated, independent thinker able to move deals through the selling cycle.
• Minimum 8 years sales experience selling to large organisations.
• Minimum 3 years selling enterprise network security products and services.

Aufgaben

• Generate opportunities and manage the sales process through to closure of the sale.
• Work with internal stakeholders to develop and execute successful go to market strategy.
• Achieve quarterly / annual sales goals.
• Generate a sales pipeline, qualify opportunities, and accurately forecast pipeline.
• Sell Fortinet’s security portfolio and maintain relationships with major accounts.
• Expand Fortinet’s footprint in assigned accounts and ensure ongoing customer satisfaction.
• Collaborate with Fortinet teams and work independently to accomplish tasks.
• Negotiate and influence to build consensus across management levels.

Kenntnisse

Quota attainment

Executive presence

Strategic account planning

Large deals closing

Security products

Ausbildung

Bachelor's degree

Graduate degree preferred

Jobbeschreibung

Job Description

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&C, 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.