Business Development Manager, SecOps (Channel) - Spain

Fortinet; Madrid; On-site; EUR 90,000 - 120,000; Full time

Job summary

Fortinet is seeking a Business Development Manager focused on SECOPS to build relationships with large and mid-sized customers and partners, driving the adoption of Fortinet’s SECOPS capabilities and security services. You will manage engagements and develop significant deals in collaboration with in-country teams.

The role emphasizes selling complex security solutions, leading digital transformations, and growing revenues through strategic account planning and partner alignment.

Qualifications

• Demonstrable expertise within SECOPS.
• Experience selling complex security solutions to large/mid-size enterprises.
• Proven track record in digital transformations and innovative solutions.

Responsibilities

• Lead development of a portfolio plan to maximize revenues.
• Maintain high partner/customer satisfaction.
• Develop account plans for relationships and growth within install-base and net-new customers/partners.
• Build a long-term sustainable pipeline of new deals with partners/customers.
• Meet or exceed revenue targets.
• Prepare quarterly/annual business and activity plans for the region.

Skills

SECOPS expertise

Consultancy experience

Large deal closing

Digital transformation

Design thinking & agile

Lean business models

Innovation enablement

International IT vendor background

Tools

Salesforce

Job description

Location: Spain

Business Development Manager (SECOPS)

The Business Development Manager SECOPS 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 installation‑base partners/customers. This role will sell the breadth of Fortinet’s capabilities, with a specific focus on SECOPS 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 with legacy infrastructure who wish to transform into the new agile, digital world. To ensure a stronger pull toward the new world over legacy (ensuring long‑term customer journey and revenues), we need a BDM whose primary focus is on the digital world but also has legacy world experience. From an outside perspective, this will appear smooth and consistent to our partners, customers, and prospects.

Overall Sales/Technical Expertise

• Has held various roles across numerous sectors and has desirable consultancy experience.
• Success track record in growing business in an international IT vendor.
• While big organization experience is desirable for our high‑growth ambition, we require other more important factors relating to a new, digital‑world BDM role: a BDM who specializes in SECOPS must possess the following skills/experience/qualities because they will be engaging with our future partners/prospects/customers and selling the future digital vision.
• Demonstrable expertise within SECOPS.
• Understanding of modern methodologies and movements such as design thinking, agile, and lean business models, which are increasingly important to partners/customers and proposals.
• Experience in large, complex digital transformations.
• Understanding of innovation—how to enable innovation (different approach for each partner/customer) and how this leads to differentiation and market disruption.

Responsibilities / Accountabilities

• Lead the development of an effective portfolio business plan outlining the strategy for success and maximizing revenues.
• Ensure partner/customer satisfaction is maintained at the highest levels.
• Develop account plans focusing on client relationship development and account growth/retention within install‑base and net‑new customers/partners.
• Manage and develop a long‑term sustainable pipeline of new deals into both install‑base and net‑new partners/customers.
• Achieve the revenue targets set out.
• Produce workable quarterly/annual business and activity plans for the region and/or market segment.
• Record and maintain all relevant information regarding partner/customers, contacts, prospects, and suspects in Salesforce.
• Ensure full communication of Fortinet sales & marketing objectives to all partners/customers/accounts.
• Work with third‑party advisory organisations and attend third‑party vendor meetings.
• Prepare and deliver sales proposals and presentations.
• Prepare partner/customer alliance or account planning documents for specific services and solutions.