Major Account Manager GSI

Fortinet•Calgary, AB

About The Position

This role involves managing every aspect of the partnership between Fortinet and Global System Integrator (GSI) partners in Canada. This includes building product and services initiatives, implementing account plans and marketing plans. The Major Account Manager will motivate, educate, and train GSI sales representatives and technical influencers on Fortinet products and how to sell them, find new business, be a key contributor to the revenue growth of the region, and manage to the company growth targets. The position also involves selling to the GSI. The Major Account Manager will build and promote Fortinet's position as the worldwide leader in Enterprise Security. Fortinet (NASDAQ: FTNT) secures the largest enterprise, service provider, and government organizations around the world, empowering its customers with intelligent, seamless protection across the expanding attack surface and the power to take on ever-increasing performance requirements of the borderless network. The Fortinet Security Fabric architecture delivers security without compromise to address the most critical security challenges, whether in networked, application, cloud or mobile environments. Fortinet ranks number one in the most security appliances shipped worldwide and more than 500,000 customers trust Fortinet to protect their businesses.

Requirements

Proven track record in one or more of accounts listed
Fully qualified, experienced sales professional that is forward thinking and has an expert understanding of the technology business sector
Minimum ten + years prior sales experience a must
Previous experience designing business plans and market strategies with MSSPs or GSI’s
Previous experience managing GSI relationships at all levels (Dir/VP/C)
Proven ability to sell solutions
A proven track record of quota achievement and demonstrated career stability
Excellent presentation skills to executives & individual contributors
Excellent written and verbal communication skills
A strategic and independent thinker that can move deals through the selling cycle
Competitive, Self-starter, Hunter-type mentality
Bilingual French and English
Previous experience in network and cyber security including, but not limited to SD-WAN, ZTNA, Security Operations tools
Bachelor's degree or equivalent

Nice To Haves

MBA preferred

Responsibilities

Create business plan that will provide appropriate execution steps to achieve target growth
Working with product and technology leaders within the GSI partner, develop distinct products, services, and offerings powered by Fortinet technology
Building a regular cadence of relationship-building, responsible for exercises to enable stronger partnerships
Work at a deal level to facilitate the joint pipeline, provide weekly tactical support on order processing and order management, and ensure purchase orders are submitted in a timely manner according to Sales forecasts in Salesforce
Educate the GSI team on our enterprise security platform value proposition to drive growth
Educate the Fortinet Sales team on GSI offerings to better leverage their influence to successfully sell jointly into key accounts
Work with joint country leadership (Sales, SE, Marketing, Channel) to implement local business plans
Ensure the right cross-functional and decision-making stakeholders at our GSI are involved in the Business Plan process and sign-off on its approval
Develop and lead Quarterly Business Reviews (QBR) with cross-functional stakeholders from both organizations to measure progress against mutual business objectives
Share and communicate GSI product offerings to internal teams; translate needs into solutions
Actively work with the GSI teams to proactively generate leads and to have Fortinet introduced to the GSI clients and prospects
Balance short term revenue initiatives with longer-term development objectives
Sell to the GSI partner