Business Development Manager, Cloud - Iberia
Location: Madrid, Community of Madrid, ES
The Business Development Manager Public and Private Cloud 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 install base partners/customers. This role will sell the breadth of Fortinet's capabilities, with specific focus on public cloud 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 the 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.
Responsibilities/Accountabilities
1. Lead the development of an effective portfolio business plan outlining the strategy for success and maximizing revenues.
2. Responsible for ensuring partner/customer satisfaction is maintained at the highest levels.
3. Develop account plans that focus on client relationship development and account growth/retention within install base and net new customers/partners.
4. Find and develop profitable new accounts and business opportunities within a channel-driven mentality.
5. Manage and develop a long-term sustainable pipeline of new deals, into both install base and net new partners/customers.
6. Map, build, and deploy a long-term relationship with the Public Cloud Vendors (Microsoft, Google, AWS, Oracle, Alibaba).
7. Achieve the revenue targets set out, build proactive plans generating pipeline.
8. Maintain close knowledge of the clients' business and Fortinet's service portfolio to ensure alignment of appropriate upselling and cross-selling of Fortinet solutions.
9. Produce workable quarterly/annual business and activity plans for the region and/or market segment and develop profit improvement plans to justify the value of our solutions/services to our partners/customers.
10. Record and maintain all relevant information regarding partners/customers and contacts, prospects, and suspects in Salesforce.
11. Ensure full communication of Fortinet's sales & marketing objectives to all partners/customers/accounts.
12. Ensure that the public cloud sales pipeline model is kept updated by providing timely and accurate forecasting and pipeline information.
13. Develop and maintain partner/customer relationships at multiple levels including problem solving and formulation of response to immediate and future partner/customer requirements.
14. Works with third-party advisory organizations and attends third-party vendor meetings.
15. Prepare and deliver sales proposals and presentations.
16. Prepare partner/customer/alliance or account planning documents for specific services and solutions.
Apply now if you want to grow your career with a leading global cybersecurity company with 19 successive years of double-digit growth!
Fortinet is an equal opportunity employer. We value the diversity in our company, and all qualified applicants will receive consideration for employment without regard to race, color, religion, gender, sexual orientation, gender identity, nationality in addition to any other applicable legally protected characteristics in the location in which the candidate is applying.
About Us
Fortinet makes possible a digital world that we can always trust through its mission to protect people, devices, and data everywhere. This is why the world’s largest enterprises, service providers, and government organizations choose Fortinet to securely accelerate their digital journey. The Fortinet Security Fabric platform delivers broad, integrated, and automated protections across the entire digital attack surface, securing critical devices, data, applications, and connections from the data center to the cloud to the home office.
Ranking #1 in the most security appliances shipped worldwide, more than 615,000 customers trust Fortinet to protect their businesses. And the Fortinet NSE Training Institute, an initiative of Fortinet’s Training Advancement Agenda (TAA), provides one of the largest and broadest training programs in the industry to make cyber training and new career opportunities available to everyone.
Full time
Posting Date: 2025-02-13
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