Regional Services Sales Expert

1 month ago

Sydney, New South Wales, Australia Fortinet Full time

Location: Australia (Sydney)

Role Overview:

The Regional Services Sales Specialist will engage with Fortinet account teams and channel partners to build their knowledge of our Professional and Advanced Services portfolio, support them when negotiating the scoping and bidding processes, and coach where necessary on the value proposition relating to all aspects of the Fortinet Services Portfolio.

This senior sales role within the Australian business reports directly to the Country Manager.

The successful candidate will need to become an expert on our full portfolio of services and work with local Sales Directors and their teams to ensure that they understand the value and benefit of Professional and Advanced Services, support their sales campaigns, and drive the positive business outcomes that our clients expect when they work with us.

Responsibilities:

  • Be responsible for the achievement of agreed quarterly and annual sales targets.
  • Assist Account Managers in qualifying and scoping services opportunities.
  • Provide reporting of sales activity and accurate short- and medium-term revenue forecasts.
  • Participate in and initiate Services update communications through various routes including online media, newsletters, and webinars.
  • Initiate and own campaigns for all Services sales growth.
  • Identify new opportunities for Service offering development and work with our delivery and commercial teams to bring new services to the market.
  • Collaborate with peers in the global Services sales team to share experience, best practice, and contribute to sales growth planning activity and initiatives.

Increasing Brand Awareness

This will be achieved through presenting at events and meetings within the region and to a wider online audience. Additionally, this will also involve supporting the channel partners in their events and assisting them in the presentation of the Fortinet Services strategy.

Opportunity Assistance

The successful candidate will be required to assist the sales teams in presenting to customers to communicate the relevance and business value associated with Fortinet Services. The role will not include account management responsibilities but does require opportunity assistance on a case-by-case basis.

Channel and Partner Training

You will be expected to proactively identify opportunities to provide services offering and sales training for Partners and Resellers and support general channel marketing activity.

Internal Training

Responsible for training Channel Managers, Account Managers, and Internal Account Managers on positioning the Fortinet Services offerings. This will include assisting the Internal Sales team in identifying new opportunities through understanding the customers' operational or project-related challenges and relating them to Fortinet Services portfolio.

Interoperation with Services Organization

This role requires regular engagement with the services group. This will include but not limited to:

  • Understanding new service offering requirements.
  • Assisting in specifying service levels or changes.
  • Advising on commercial changes within service proposals.
  • Work with Global Services groups to build collateral and messaging.

Requirements:

  • A minimum of 5+ years of IT Services selling experience in a major vendor or channel partner.
  • A proven track record of sales quota achievement.
  • Demonstrated career stability.
  • Excellent presentation skills at all levels.
  • Excellent written and oral communication skills.
  • The ability to motivate and influence sellers without having direct management authority.
  • Must have the ability to thrive in a high growth, fast-paced and rapidly evolving environment.
  • Self-motivated, quick thinking, and the confidence to take well-informed risks to grow the business.

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