Manager, Major Accounts Manager (Public Sector) - Poland

Fortinet; Warszawa; On-site; PLN 260,000 - 520,000; Full time

Job summary

Fortinet Warsaw is seeking a Manager, Major Accounts (Public Sector) to lead a team of Major Account Managers for Poland. You will shape strategic plans to deploy Fortinet products and services across enterprise environments, developing executive relationships with key buyers and influencers.

You will coordinate with internal groups to generate bids, proposals, and responses, while negotiating favorable terms and building Fortinet’s leadership in cyber security across the region.

Qualifications

• Proven extensive technology sales experience in the Public Sector.
• Experience leading sales teams to achieve targets.
• Ability to sell comprehensive solutions to enterprise customers.
• Background in networking, security, or IT industries.
• Demonstrated over-quota performance and career stability.
• Experience closing large deals and managing complex negotiations.
• Strong presentation skills to executives and staff.
• Excellent written and verbal communication.
• Strong leadership, mentoring and team development skills.
• Fluency in Polish and English is required.

Responsibilities

• Lead and motivate a team of Major Account Managers for the Public Sector in Poland.
• Develop and execute account plans to meet and exceed quotas.
• Drive revenue by selling Fortinet solutions and services.
• Coordinate with internal teams to respond to RFPs, bids, and SOAs.
• Build relationships with key decision-makers and influencers.
• Collaborate with RSMs, TSEs, and consulting professionals to maximize pipeline.
• Maintain accurate territory pipeline and forecast consistently.
• Travel within the territory as required.
• Manage Fortinet partners and end users in the region.
• Create marketing and channel strategies to grow revenue and pipeline.

Skills

Public Sector sales

Team management

Enterprise solutions

Networking security IT

Track record over-quota

Closing large deals

Executive presentation

Communication skills

Leadership & mentoring

Polish & English fluency

Job description

Job Description

Role: Manager, Major Accounts (Public Sector)

Location: Warsaw, Poland

In this key role, you will manage, direct and guide a team of Major Account Managers for the Public Sector across Poland. You will create and implement strategic plans focused on attaining enterprise-wide deployments of Fortinet products and services. Develop executive relationships with key buyers and influencers in Major Accounts and leverage these relationships. Coordinate with appropriate internal groups to generate and deliver winning Contract Bids, Proposals, RFI/RFP Responses, and Statements of Work. Negotiate terms of business with clients to achieve win/win results that provide the basis for strong ongoing relationships. You will furthermore be responsible for building and promoting the Company’s position as the worldwide leader in Cyber Security space.

Responsibilities

• Manage and motivate a team of Major Account Managers.
• Develop account plans to achieve goals and exceed quota responsibility
• Maximize Fortinet opportunity while providing value added solutions to customers
• Serves as lead contact responsible for the flow of information to/from executive management
• Works closely together with the account managers in order to maximize the primary business focus and serves as team leader responsible for the quality and success of activities in the territory
• Develop relationships with key decision makers, influencers and partners
• Manages effective working relationships with assigned region RSMs, Technical Sales Engineers, and Consulting Professionals
• Consistently builds and delivers on an accurate territory pipeline
• Travel within assigned territory is required
• Manage key Fortinet partners and end users in the region
• Build revenue and non-revenue business plans with these partners.
• Provide ongoing sales and technical training to these partners.
• Build marketing plans to drive incremental sales pipeline and revenues with development funds.
• Act as key channel strategist to regional sales managers within region.
• Partner with Fortinet marketing and engineering teams to drive revenue growth within region.
• Provide geographic channel coverage for the region
• Carry quarterly and annual revenue targets.

Required Skills

• Extensive technology selling experience within Public Sector.
• Proven experience managing sales teams.
• Proven ability to sell solutions to enterprise customers.
• Experience in the networking, security or IT industry.
• A proven track record of significant over-quota achievement and demonstrated career stability.
• Experience in closing large deals.
• Excellent presentation skills to executives & individual contributors.
• Excellent written and verbal communication skills.
• Goal oriented individual, with vast interpersonal managerial skills, strong business acumen and positive leadership abilities with proven results in mentoring, motivating and developing teams.
• Fluency in Polish and English is a must.