Fortinet Business Development Manager, Federal

CDW

7d•$67,000 - $94,000•Onsite

About The Position

The Fortinet Business Development Manager is responsible for accelerating growth within the Federal sales segment by leveraging the Fortinet partnership to deliver security solutions that address customers' evolving needs. This senior, enterprise-level individual contributor defines and executes segment and partner-aligned growth strategies, driving market focus, partner engagement, and solution prioritization. The role delivers customer outcomes through strategic leadership, cross-functional influence, and execution of high-impact initiatives, without direct people management responsibility.

Requirements

Bachelor’s degree and 6 years of work experience in a technical sales/marketing/business development role or 10 years of customer-facing or technical sales/marketing/business development experience in the Sales marketplace.
Strong customer-facing and analytical skills with a history of building solid relationships with sellers and leadership contacts.
Proven record of success in identifying new opportunities within existing accounts, building new accounts for the partner, and consistently exceeding sales targets.
Proven ability to influence across all functions of an organization.
Demonstrated collaboration behavior with excellent facilitation and negotiation skills
Strong critical thinking skills with demonstrated ability to find solutions while working independently.
Must be able to communicate effectively and in a constructive manner with executives, management, peers, and coworkers.
Demonstrated ability to manage multiple priorities/projects, meet deadlines, facilitate change, and delegate responsibility.
Excellent presentation skills

Responsibilities

Define and own the business development strategy for the assigned segment or territory, including market focus, growth priorities, pipeline development, and forecasting.
Develop and execute partner-aligned go-to-market strategies that align customer needs with prioritized Fortinet solution portfolios.
Identify, prioritize, and lead the pursuit of high-impact opportunities, driving capture strategy, solution positioning, and commercial approach in partnership with Sales, S&S, PPM, and Fortinet stakeholders.
Serve as the subject matter expert for executive engagements, strategic pursuits, negotiations, and critical opportunity escalations.
Partner with Sales to identify, qualify, develop, and close strategic opportunities while influencing customer requirements and positioning CDW and Fortinet for success.
Provide strategic enablement, coaching, and thought leadership to sales teams by delivering training, best practices, and guidance on partner solutions, sales strategies, and opportunity execution.
Build and maintain strong relationships with CDW sales leadership, Fortinet stakeholders, and key customer decision-makers to drive collaboration and business growth.
Analyze market trends, customer buying behaviors, and technology advancements to identify growth opportunities, shape segment strategy, and increase market share.
Partner with Marketing, PPM, and Fortinet to develop and execute segment-specific campaigns, events, and awareness initiatives that drive pipeline generation and seller engagement.
Serve as the subject matter expert for Fortinet, supporting complex sales cycles and representing CDW at executive customer meetings, industry events, and strategic partner engagements.
Coordinate cross-functional resources to support complex pursuits, including legal, financial, and contractual requirements such as NDAs and teaming agreements.
Own pipeline integrity, business reporting and performance visibility for the assigned segment.
Articulate the Fortinet value proposition to internal stakeholders, partners, and customers while driving adoption of strategic solutions and initiatives.