Global Alliances Director

2 weeks ago


Gurgaon, Haryana, India Fortinet Full time

Global Alliances Director Role Summary

The Global Alliances Director will be responsible for managing and developing global relationships with key partners, accelerating cybersecurity revenues through ecosystem development and go-to-market strategies.

Primary Responsibilities

1. Develop and maintain a detailed understanding of key global system integrator offerings and portfolios, identifying opportunities to leverage Fortinet strengths and fill partner portfolio gaps.

2. Build and develop durable executive relationships with partners globally and in the regions, resulting in delighted partners and mutual customers.

3. Own, influence, and orchestrate relationships with partner offering teams to drive Fortinet offerings and strategic positioning.

4. Facilitate engagement between Fortinet product management teams and partners to support joint solution development and roadmap evolution.

5. Identify and drive joint offering opportunities and placement of Fortinet technologies as partner-acknowledged 'standards'.

6. Understand partner service offerings, service delivery models, and constraints, leading efforts to develop deployment models for Fortinet products.

7. Responsible for overall pricing strategy with partners and decision support analysis for pricing and discounting decisions.

8. Lead the Regional Alliance Managers and Technical Account Managers, support large joint deals with field sales reps, and regional leadership.

9. Enable and train extended Veritas and partner teams on key sales plays and provide global deal coordination.

10. Facilitate legal requests, manage contract negotiations, licensing engagements, and market/demand generation activities.

Requirements

1. At least 10 years of relevant professional experience, ideally in business development/alliances, partner sales, enterprise sales, GSI practice, or OEM sales.

2. At least 5 years of direct experience selling to, through, and with leading GSIs, as-a-Service models, and indirect sales motions.

3. Strong knowledge of Fortinet products and processes preferred, cybersecurity industry knowledge.

4. Technical skills including the ability to understand product roadmaps, market conditions, and complex partner requirements.

5. Graduate degree required.

6. Track record of outstanding alliance sales performance at past roles.

7. Ability to think strategically and translate strategy into execution plans.

8. Ability to influence and build consensus with people across all levels and functions with a sense of urgency.

9. Experience negotiating complex agreements in a timely manner.

10. Crisp and effective communication skills, including significant experience presenting to senior executives, ability to convey a shared vision to build buy-in for an idea or concept.



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