Manage Fortinet's partnerships with Global System Integrators (GSIs) in Canada: build business and marketing plans, enable and educate GSI and Fortinet teams, drive joint pipeline and leads, manage orders and forecasts in Salesforce, lead QBRs, and sell solutions to GSIs to achieve regional revenue targets.
GSI Major Account Manager
Manage every aspect of the partnership between Fortinet and our Global System Integrator (GSI) partners in Canada. This includes building product and services initiatives, implementing account plans and marketing plans. Motivate, educate, and train GSI sales reps and technical influencers on Fortinet products and how to sell them; find new business; be a key contributor to the revenue growth of the region, and manage to the company growth targets. The position also be responsible for sell to the GSI. The Major Account Manager will build and promote the Company’s position as the worldwide leader in Enterprise Security.
GSI Major Account Manager, you will:
- Create business plan that will provide appropriate execution steps to achieve target growth by:
- Working with product and technology leaders within the GSI partner, develop distinct products, services, and offerings powered by Fortinet technology.
- Building a regular cadence of relationship-building, responsible for exercises to enable stronger partnerships
- Work at a deal level to facilitate the joint pipeline, provide weekly tactical support on order processing and order management, and ensure purchase orders are submitted in a timely manner according to Sales forecasts in Salesforce
- Educate the GSI team on our enterprise security platform value proposition to drive growth
- Educate the Fortinet Sales team on GSI offerings to better leverage their influence to successfully sell jointly into key accounts.
- Work with joint country leadership (Sales, SE, Marketing, Channel) to implement local business plans. Ensure the right cross-functional and decision-making stakeholders at our GSI are involved in the Business Plan process and sign-off on its approval
- Develop and lead Quarterly Business Reviews (QBR) with cross-functional stakeholders from both organizations to measure progress against mutual business objectives
- Share and communicate GSI product offerings to internal teams; translate needs into solutions
- Actively work with the GSI teams to proactively generate leads and to have Fortinet introduced to the GSI clients and prospects
- Balance short term revenue initiatives with longer-term development objectives
- Sell to the GSI partner
We Are Looking For:
- Proven track record in one or more of accounts listed.
- Fully qualified, experienced sales professional that is forward thinking and has an expert understanding of the technology business sector.
- Minimum ten + years prior sales experience a must.
- Previous experience designing business plans and market strategies with MSSPs or GSI’s.
- Previous experience managing GSI relationships at all levels (Dir/VP/C)
- Proven ability to sell solutions.
- A proven track record of quota achievement and demonstrated career stability
- Excellent presentation skills to executives & individual contributors
- Excellent written and verbal communication skills
- A strategic and independent thinker that can move deals through the selling cycle
- Competitive, Self-starter, Hunter-type mentality
- Bilingual French and English
- Previous experience in network and cyber security including, but not limited to SD-WAN, ZTNA, Security Operations tools
Education:
- Bachelor's degree or equivalent, MBA preferred.
Why Join Us:
We encourage candidates from all backgrounds and identities to apply. We offer a supportive work environment and a competitive Total Rewards package to support you with your overall health and financial well-being.
Embark on a challenging, enjoyable, and rewarding career journey with Fortinet. Join us in bringing solutions that make a meaningful and lasting impact on our 890,000+ customers around the globe.
About UsFortinet (NASDAQ: FTNT) secures the largest enterprise, service provider, and government organizations around the world. Fortinet empowers its customers with intelligent, seamless protection across the expanding attack surface and the power to take on ever-increasing performance requirements of the borderless network - today and into the future. Only the Fortinet Security Fabric architecture can deliver security without compromise to address the most critical security challenges, whether in networked, application, cloud or mobile environments. Fortinet ranks number one in the most security appliances shipped worldwide and more than 500,000 customers trust Fortinet to protect their businesses.
We are committed to providing reasonable accommodations for all qualified individuals with disabilities. If you require assistance or accommodation due to a disability, please contact us at [email protected].
Fortinet is an equal opportunity employer. We value diversity in our company, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, age, military/veteran status or any other applicable legally protected characteristics in the location in which the candidate is applying.
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