Business Development Manager, SecOps (Channel) - Spain

Business Development Manager, SecOps (Channel) - Spain

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 who 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 Fortinet 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.