Strategic Telco Enterprise Security Account Lead

Fortinet Inc.; Sydney, Melbourne; Remote; AUD 120,000 - 170,000; Full time

Job summary

Fortinet Inc. in Australia is seeking an experienced Major Accounts Manager to drive direct sales into named enterprise accounts and strategic partners.

You will build and execute strategic account plans, targeting enterprise-wide deployments of Fortinet products and services for telco customers and related ecosystems. You will develop executive-level relationships, craft compelling business cases, and lead complex deals from design to negotiation, working with internal cross-functional teams to

Qualifications

• Proven ability to articulate clear value proposition and competitive differentiation to customers.
• Proven track record of quota achievement and career stability.
• Experience in closing large deals and developing/ executing 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.
• Thrives in a fast-paced, ever-changing environment.
• Competitive, self-starter, hunter-type mentality.
• BS or equivalent experience, graduate degree preferred

Responsibilities

• Generating opportunities and managing the sales process through to closure of the sale.
• Work with internal stakeholders to develop and execute 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.

Skills

Strategic accounts

Telco knowledge

Executive relationships

Large deals

Sales presentations

Education

Bachelor's degree or equivalent

Job description

Fortinet Inc. in Australia is seeking an experienced Major Accounts Manager to drive direct sales into named enterprise accounts and strategic partners.

You will build and execute strategic account plans, targeting enterprise-wide deployments of Fortinet products and services for telco customers and related ecosystems. You will develop executive-level relationships, craft compelling business cases, and lead complex deals from design to negotiation, working with internal cross-functional teams to