Business Development Manager (Application Security) - Poland

Panopta; Województwo mazowieckie; On-site; PLN 250,000 - 400,000; Full time

Job summary

Fortinet Inc. is seeking a Business Development Manager (Application Security) to drive growth in Poland. The role collaborates with local teams to establish relationships with large and medium enterprises and to lead engagements for Fortinet’s Application Security solutions.

You will manage deals end-to-end, conduct technical discussions, deliver presentations and POCs, and build material to support sales. Fluency in Polish and English is required, with travel across the region expected.

Qualifications

• Extensive consultative experience and strong business acumen.
• Hands-on knowledge of Application Security technologies.
• Strong understanding of the Application Security landscape and challenges.
• Experience engaging across Poland.
• Excellent presentation and demo skills in public speaking.
• Self-motivated, independent thinker.
• Fluency in Polish and English.
• Willingness to travel across the region.

Responsibilities

• Lead development of the Application Security business plan for Poland.
• Provide technical support to the Sales organization.
• Respond to RFPs/RFIs: design, solution specification, product information.
• Support key projects to ensure Fortinet success.
• Lead technical discussions, articulate differentiated value.
• Conduct compelling solution presentations, demonstrations and POCs.
• Create technical material to support sales activities.
• Spread product knowledge to the Sales Team and train internal teams.
• Report and consolidate customer needs, validate business cases, and prioritize feature requests.
• Report project activities and analyze market trends to inform strategy.
• Develop commercial strategies for growth.
• Self-start and understand the addressable market for designated technologies.

Skills

Consultative selling

Application Security knowledge

Public speaking

Poland market experience

Travel willingness

Bilingual Polish/English

Job description

Business Development Manager (Application Security) - Poland

Job Info

• Job Identification 24787
• Job Category Sales Business Development
• Posting Date 10/28/2026, 07:52 AM
• Job Schedule Full time

Job Description

Business Development Manager – Application Security

Location: Warszawa, Poland

In this key role, you will be working in an overlay capacity, collaborating with local teams across Poland to take responsibility for establishing relationships with large and medium sized organisations on behalf of Fortinet with a specific focus on Application Security technology. 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 and Systems Engineers.

Key role Responsibilities include:

• Member of the team will cover Poland and lead the development of Application Security business plan outlining the strategy for success and maximizing revenues.
• Technical support assisting the Sales organization:
• oin responding to RFPs/RFIs: design, solution specification, product information
• oin supporting key projects to ensure Fortinet success
• oin leading technical discussions, articulating the technology and demonstrating differentiated value
• oin conducting compelling solution presentation, demonstrations and POCs
• Being responsible to build technical material to support sales activities
• Effectively spread product knowledge to the Sales Team as well as internal training of the teams.
• Report and consolidate customer needs across Poland, validate business cases, write and prioritize feature requests
• Report project activities, analyze project trends and provide market vision
• Participate in the development of commercial strategies
• Being able to self-start and understand the addressable market for your designated technologies

Required Skills and Technical Experience:

• Extensive Consultative experience as well as strong business acumen.
• Hands-on experience within the Application Security and technical knowledge of the space.
• Strong understanding of the Application Security landscape and challenges.
• Experience working across Poland.
• Experience in public speaking excellent presentation and demo skills
• A self-motivated, independent thinker
• Fluency in Polish and English are necessary.
• Willingness to travel across the region.