Job Description Regional Director - BeLux In this key role, you will manage, direct and drive direct sales. Create and implement strategic plans focused on attaining organization-wide deployments of Fortinet products and services. Develop executive relationships with key buyers and influencers and leverage these relationships. 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. You furthermore be responsible to build and promote the Company’s position as the worldwide leader in Unified Threat Management, specifically through the VAR community in the territory. Accountable for managing all reseller partnerships within the guidelines of Fortinet’s channel programs, spearheading new business development and successfully developing alliances with key solution provider accounts. Will motivate, educate and train the partners in the Company’s products and technologies. Expand sales with by building business plans including MDF strategy, account penetration strategy and profitability targets.
Responsibilities
Manage and motivate a team of Account Managers and Business Development Managers
Develop account plans to achieve goals and exceed quota responsibility
Maximize Fortinet opportunity while providing value added solutions to customers
Serve as lead contact responsible for the flow of information to/from executive management
Work closely together with the account managers in order to maximize the primary business focus and serve as team leader responsible for the quality and success of activities in the territory
Develop relationships with key decision makers, influencers and partners
Manage effective working relationships with assigned region MAMs, Technical Sales Engineers, and Consulting Professionals
Consistently build and deliver on an accurate pipeline
Travel within assigned territory as required
Manage key Fortinet partners and end users in the region
Build revenue and non revenue business plans with these partners.
Provide ongoing sales and technical trainings to these partners.
Build marketing plans to drive incremental sales pipeline and revenues with development funds.
Act as key channel strategist to regional sales managers within region.
Partner with Fortinet marketing and engineering teams to drive revenue growth within region.
Provide geographic channel coverage for the region
Carry quarterly and annual revenue targets.
Required Skills
10+ years technology selling experience managing a team
Proven ability to sell solutions to international institutions
Experience in the network security industry
A proven track record of significant over-quota achievement and demonstrated career stability
Experience in closing large deals
Selling experience must include one of the following : 1) Firewall/VPN, 2) AV 3) IDS/IDP
Excellent presentation skills to executives & individual contributors
Excellent written and verbal communication skills
Goal oriented individual, with vast interpersonal managerial skills, strong business acumen and positive leadership abilities with proven results in mentoring, motivating and developing teams.
Education
Bachelor's degree or equivalent, MBA preferred.
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