Business Development Manager SecOps
Location: Spain
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 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 whom have legacy infrastructure to run their workloads, but want to transform into the new agile, digital world. To ensure there is a stronger pull towards new world over legacy (ensuring long term customer/journey and revenues), we would need a BDM whose primary focus is on the digital world but also has legacy world experience. From an outside perspective, this will look smooth and consistent to our partners/customers/prospects.
Overall sales/technical expertise
- Has held various roles across numerous sectors and consultancy experience desirable.
- Success track record in growing business in an international IT vendor
- Whilst big organization experience is desirable for our high growth ambition, we require other more important factors relating to a new, digital world BDM role: in our mind, a BDM who specializes in SECOPS must possess the following skills/experience/qualities because they will be engaging with our future partner/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 as this is even more important to partners/customers and proposals
- Experience in big complex digital transformations
- Understand 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.
- Responsible for ensuring partner/customer satisfaction is maintained at the highest levels.
- Develop account plans that focus 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 parterns/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 and contacts, prospects and suspects in Salesforce.
- Ensure full communication of Fortinets sales & marketing objectives to all partners/customers/accounts.
- Works with third party advisory organisations and attends third party vendor meetings.
- Prepare and deliver sales proposals and presentations.
- Prepare partner/customer/ alliance or account planning documents for specific services and solutions.
Skills Required
- Demonstrable expertise within SecOps
- Success track record growing business at an international IT vendor, selling complex solutions and services
- Experience in big, complex digital transformations
- Understanding of modern methodologies: design thinking, agile, and lean business models
- Ability to develop account and portfolio business plans and manage sustainable deal pipelines
- Proficiency using Salesforce to record and maintain partner/customer information
- Experience working with channel partners and major account teams to close complex deals
- Has held various roles across numerous sectors (consultancy experience desirable)
- Experience in large organizations (desirable for high growth ambitions)
Fortinet Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Fortinet and has not been reviewed or approved by Fortinet.
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Affordable Benefits — Medical coverage includes a no-premium HDHP option with HSA funding alongside PPO/HMO choices, reducing employee costs at enrollment. Eligibility starts on the date of hire and includes company-paid life and disability coverage.
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Wellbeing & Lifestyle Benefits — Mental-health access through Modern Health and an EAP offers therapy, coaching, and counseling resources. Lifestyle extras such as legal assistance, commuter benefits, pet-insurance discounts, and subsidized meals and snacks enhance everyday support.
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Strong & Reliable Incentives — Compensation packages include annual bonuses, sales commissions, and stock awards. Earnings potential can be strong in sales when quotas are realistic and attainment is high.
Fortinet Insights
What We Do
Fortinet develops and sells cybersecurity solutions.
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