In this key role, you will manage, direct and drive direct sales into Major Enterprise Accounts. Create and implement strategic plans focused on attaining enterprise-wide deployments of Fortinet products and services.
Develop executive relationships with key buyers and influencers in Major Enterprise accounts 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.
Responsibilities :
- Manage and motivate a team of Sales Representative focused on Enterprise Accounts
- Develop account plans to achieve goals and exceed quota responsibility
- Maximize Fortinet opportunity while providing value added solutions to enterprise institutions
- Serves as lead contact responsible for the flow of information to / from executive management
- Works closely together with the account managers in order to maximize the primary business focus and serves as team leader responsible for the quality and success of activities in the territory
- Develops relationships with key decision makers, influencers and partners
- Manages effective working relationships with assigned region MAMs, Technical Sales Engineers, and Consulting Professionals
- Consistently builds and delivers on an accurate territory pipeline
- Travels within assigned territory is required
Required Skills :
- 10+ years technology selling experience managing a team
- Proven ability to sell solutions to enterprise customers
- 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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