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Named Account Manager

4 months ago

Perth, Western Australia Fortinet Full time

Role Overview:


Primary responsibility will be to create and implement territory plans focused on attaining deployments of Fortinet products and services to a set of assigned, existing accounts and new logo prospects, within your assigned territory.

Develop executive relationships with key buyers and influencers and leverage these relationships to achieve quarterly sales goals. Generate a sales pipeline, qualify opportunities, and accurately forecast pipeline. 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. Build and promote the Company's position as the worldwide leader in Unified Threat Management.

Responsibilities:

  • Learn and demonstrate a fundamental understanding of Fortinet's technology in order to articulate our value proposition to decisionmakers.
  • Develop strong relationships with customer contacts up to Executive Clevel to gain insight into their business imperatives and IT drivers, enabling development of a strategy to sell Fortinet solutions.
  • Sell Fortinet products and services through a consultative selling approach and maintain good relationships with key individuals within the accounts.
  • Research customers, identify decision makers, educate prospects and qualify buying interest and sense of urgency.
  • Create and implement strategic account plans through a consultative selling approach focused on attaining enterprisewide deployments of Fortinet products and services.
  • Develop strategies and orchestrate company resources to maximize sales volume within assigned accounts.
  • Effectively engage and build cooperative relationships with System Engineers, Channel Managers, and specialist sales team and executives as required.
  • Drive quarterly business reviews with customer to ensure value from Fortinet investment.
  • Ensures the customer is kept up to date with Fortinet product roadmaps enabling the customer to plan and mitigate risks to their business.

Requirements:

  • Fully qualified, experienced sales professional that is forward thinking and has an expert understanding of the technology business sector.
  • Minimum eight + years prior channel sales experience a must.
  • Previous experience designing business plans and market strategies with DMRs.
  • Excellent presentation skills required.
  • 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 selfmotivated, independent thinker that can move deals through the selling cycle.
  • Competitive, Selfstarter, Huntertype mentality.
  • Previous experience in network security. Knowledgeable in the following technologies VPN, Firewall, Anti-Virus, Anti-Spam, Intrusion Prevention, and Content Filtering.
Fortinet is an equal opportunity employer.

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