Global Alliance Manager - Accenture

Fortinet; Chicago (IL); On-site; USD 237,500 - 307,300; Full time

Job summary

Fortinet in Chicago seeks an Accenture Global Alliance Manager to build and operate a global strategy with Accenture, driving joint value propositions and GTM opportunities across Fortinet’s largest accounts.

You will lead cross-functional engagement with Fortinet Sales, Product, Marketing and Partners, develop pipeline, enablement, and executive reviews, and translate security technology into mutual business benefits with Accenture.

Qualifications

• Several years and a demonstrable track record of working with Accenture as an assigned account owner, regionally and/or globally.
• Large Account sales/partnering experience with SI/GSI partnerships yielding revenue.
• Experience selling security technologies including managed services.
• Ability to translate Fortinet's technology into mutual business benefits with GSIs.

Responsibilities

• Develop and lead the strategy for the Accenture go-to-market globally, managing resale, solution development, GTM, pipeline and revenue generation.
• Build relationships with Accenture executives to ensure sponsorship and sustained engagement/investment in the partnership.
• Identify pipeline and oversee GTM strategies to leverage Fortinet and Accenture strengths for market share and revenue growth.
• Manage pipeline and forecast for Accenture with End User sales teams globally.
• Develop a virtual Fortinet team alongside local resources dedicated to Accenture.
• Oversee enablement requirements and ongoing partner collaboration.

Skills

Account management

Partnership management

GTM strategy

Sales enablement

Job description

The Accenture Global Alliance Manager is responsible for building, enabling and operating a global strategy and business with Accenture. They will drive an engagement framework for Fortinet to target and develop the partnership in support of Fortinet's largest global and regional accounts. Working collaboratively across Fortinet's Sales, Product, Marketing and Partner organizations, this role will build our core value propositions, joint solution development opportunities, investment/resourcing strategies and go-to-market opportunities to grow and advance the Accenture partnership.

Responsibilities

Develop and lead the strategy for the Accenture "go to market" globally managing and reporting on; resale, solution development, GTM, pipeline and revenue generation, measurement and review.

Build relationships with key executives within Accenture and Fortinet to ensure sponsorship and sustained engagement/investment in the partnership. Drive a regular cadence of relationship and results review with joint executive and operational teams, QBRs etc.

Identify short and long-term pipeline and revenue opportunities. Oversee the building and execution of GTM strategies to leverage the combined strength of Fortinet and Accenture, with an eye toward increasing market share, revenue and Accenture contribution.

Manage pipeline and forecast for Accenture in collaboration with the End User sales teams globally.

Responsible for building and developing a virtual team within Fortinet's local in-country teams alongside the local assigned resources to Accenture.

Manage the current and future enablement requirements

Requirements

• Several years and a demonstrable track record of working with Accenture as an assigned account owner, regionally and or globally.
• Large Account sales/partnering experience developing and managing large scale System Integrator / GSI's partnerships that yield tangible revenue results
• Experience selling security technologies including building, operating and bringing to market managed security services.
• Ability to translate Fortinet's technology in to mutual business benefits, GSI's opportunities and GTM impact with GSI's.

Additional Qualifications

• Comfortable working in a matrixed, virtual team environment, leading work streams of various functions, to build consensus and support for a single vision and plan of execution for each partnership.
• Excellent executive level written and verbal communication skills, ability to motivate large sales teams to drive our jointly developed solutions in the market
• Demonstrable ability to prepare and present executive level presentations to CXO level
• Able to present moderately complex vendor value propositions and solutions to director/executive level contacts
• Self-sufficient and passionate to deliver to Fortinet the leading global partnerships

Fortinet offers employees a variety of benefits, including medical, dental, vision, life and disability insurance, 401(k), 11 paid holidays, vacation time, and sick time as well as a comprehensive leave program.

Wage ranges are based on various factors including the labor market, job type, and job level. On target earnings for this position is expected to be $237,500 - $307,300 per year. Exact salary offers will be determined by factors such as the candidate's subject knowledge, skill level, qualifications, experience, and geographic location.

All roles are eligible to participate in the Fortinet equity program, and this position is also eligible for commissions based on the terms of the Sales Compensation Plan