Business Development Manager - Cloud Pathway - UK

Overview

Cloud Pathway Business Development Manager (BDM) Fortinet is seeking a Business Development Manager (BDM) that will manage and drive both the proposition and sales engagements for Cloud Pathway across the UK&I Region Sales territories with Field Sales and also drive the Pathway agenda and business acceleration with the Hyperscalers and Channel Partners. Pathway relates to where we sell our solutions (S/W, SaaS, and Services) via a Cloud Hyperscaler Marketplace platform… either through public services listings and customer self-serve, or via publication of private Offers to the client via the Marketplace platforms.

The BDM role will take responsibility for Cloud Pathway business in assigned Sales Districts. The role requires focus to ensure the value proposition for the solution is fit for purpose in UK&I market, is documented, communicated and accelerated to our customer facing sales teams, and also (in conjunction with Channel team) to our target Cloud Partner network.

We are embarking on a DSOR (AWS Marketplace program via Distribution) Pilot with UK distribution, also extending to include REO (Microsoft similar offering). While this is a Channel initiative, I will be a key vehicle for success of this Pathway role, so there will be responsibilities to be involved in driving and ensuring success of this in conjunction with the Channel Cloud team.

The BDM will take responsibility for Sales enablement with our high-touch sales team to drive Cloud Pathway messaging, traction, build pipeline and generate business to exceed growth acceleration goals.

Key success criteria for this role are to act as a Cloud Pathway sales specialist into aligned Districts (Account Management teams) to build pipeline, engage on specific larger opportunities, develop and progress the deal, and assist managing through the sales lifecycle to closure.

Primary Responsibilities

• Develop and manage High-touch sales (and Channel Partner Managers), as well as be a key point of contact for ‘Cloud Pathway’ opportunities.
• Own the value proposition and messaging (and sales enablement) for Cloud Pathway solution into high-touch sales team.
• Generate a sales pipeline, qualify opportunities, and accurately forecast pipeline
• Achievement of agreed quarterly sales goals
• Excellent communicator, including the ability to deliver engaging & effective presentations to an exec audience
• Effective in a collaborative environment, particularly interacting with product and business professionals
• Collaborate with (Client & Channel) Account Managers & Sales Engineers ensuring they understand how Cloud Pathway Solution delivers value to their customers (and partners)
• Establish self as a trusted advisor to prospects & customers working with the Field Sales / SE teams
• Deliver outstanding service and problem resolution to Fortinet partners and customers

Critical characteristics

Required Skills

• Experienced forward-thinking sales professional with a proven ability to understand and execute in given technology business sector
• Ideally some cloud environment background or at least a strong working knowledge of Hyperscalers including AWS, Azure, GCP with a strong market and competitor proposition knowledge.
• Strong business and financial acumen with a demonstrated ability to understand both short-term and long-term financial impact of business decisions
• Previous experience designing business plans and market strategies
• Proven experience in understanding, working with & being successful leveraging Cloud Partners to drive sales.
• Proven ability with solution selling with a hunter mentality
• A proven track record of quota achievement and demonstrated career stability
• A self-motivated, independent thinker that can move deals through the selling cycle
• Strong analytical, communication and presentation skills to evaluate complex problems to find a systematic approach to gain a quick resolution
• Ability to work independently with little direction – travel will be required in territory

Education

• Bachelor’s Degree or equivalent experience. Graduate Degree favorable.

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