Sales Business Manager

Exclusive Networks is a global trusted cybersecurity specialist for digital infrastructure helping to drive the transition to a totally trusted digital future for all people and organisations.

Our distinctive approach to distribution gives partners more opportunity and more customer relevance. Our specialism is their strength equipping them to capitalise on rapidly evolving technologies and transformative business models.
The Exclusive Networks story is a global one with a services-first ideology at its core, harnessing innovation and disruption to deliver partner value. With offices in 43 countries and the ability to service customers in over 170 countries across five continents, Exclusive Networks has a unique local sale, global scale model, combining the extreme focus and value of local independents with the scale and service delivery of a single worldwide distribution powerhouse.

**Role Overview**:

- EN is currently looking to employ a skilled IT sales professional to manage and grow our tier 1 and tier 2 Fortinet partners and manage our Fortinet team.
- The role reports to the Sales Director.**Responsibilities**:

- Provide Fortinet-specific coverage to tier 1 and tier 2 partners with a comprehensive understanding of the technology portfolio, Fortinet alliances and market dynamics.
- Develop the EN Fortinet strategy with Fortinet initiatives on a quarterly and annual basis via business planning. Report back for vendor business reviews.
- Grow, nurture and develop our top tier accounts both directly with partner contacts and the EN BDMs who overlap accounts with other vendors in the EN portfolio.
- Lead the Fortinet team and coordinate their efforts to achieve quarterly goals, being:

- Two Fortinet dedicated Channel Account Managers who each are responsible for growing and enabling the mid-tier and newly recruited partners.
- One Internal Account Manager who manages the Fortinet long-tail partners via tele-sales to profile and identify growth partner opportunities.
- One vendor manager who provides knowledge of the Fortinet channel program, partner ecosystem, stock requirements and price list management as well as aligning our GTM with relevant programs. Vendor managers also support the quote function.
- Five Fortinet dedicated Sales Engineers who are aligned to the Fortinet regional account managers (RAMs) to support their proof-of-concepts, whiteboarding, training and enablement of RAM partners.
- Forecasting and pipeline creation for the Fortinet business.
- Coach, train, collaborate, motivate, and support the high performance of the Fortinet team.
- Achieve company revenue and strategic objectives through effective planning, goal setting, analysing performance data, and projecting future performance.
- Create and execute a strategic sales plan that expands customer base and extends reach to meet sales and business KPIs
- Engage and align with Fortinet team leads on targeted accounts, meetings, planning and update them on deals and recruitment of partners
- Work with ENs Fortinet vendor manager on stock utilisation to ensure mínimal depreciation impact on the P&L
- Track, analyse, and communicate key quantitative metrics and business trends with the BDM team and Head of Sales as they relate to partner relationships.
- Support the leadership team with upstream reporting, forecasting for APAC reviews.
- Develop and grow sales across named accounts and target new resellers for incremental growth.
- Sponsorship of the marketing and business development programs targeted at Fortinet technology and services portfolio.
- Liaise effectively and collaborate with other departments of EN to ensure maximum sales efficiency.
- Use and maintain company systems, data and processes to provide timely information to the business.
- Oversee the sales team to ensure revenue sales objectives and standards are met, monitor progress regularly
- Manage month-end, quarter-end and year-end close processes

**Skills, Knowledge and Qualification**:

- Minimum 5 years experience in the IT industry with proven experience in the sales process, including pipeline creation, forecasting and developing opportunities to close, ideally within the IT industry.
- Proven track record of success with sales discipline, process and quota achievement
- Proven leadership experience and ability to build high performing teams.
- Ability to build effective relationships both internally and externally and collaborate effectively.
- Excellent verbal communication and interpersonal skills and the ability to present to a variety of external audiences
- Excellent written communication skills and an ability to understand and articulate both business benefits and technical advantages of the products and solutions.
- Self-motivated, independent and a strong desire to learn
- Proven ability to prioritise and effectively manage multiple activities
- Strong analytical skills

**_ Importantinformation:_**

The ability to travel interstate is a requiremen