Global Alliances Director

4 weeks ago

Bengaluru, Karnataka, India Fortinet Full time

Global Alliances Manager Role Description

As a Global Alliances Manager at Fortinet, you will be responsible for accelerating cybersecurity revenues through ecosystem development and offer-driven GTM. Your key focus areas will include:

Main Responsibilities:

  • Develop and maintain a detailed understanding of key Global System Integrator offerings and bring Fortinet strengths to bear to fill partner portfolio gaps and improve partner competitiveness.
  • Build and develop durable executive relationships globally and in the regions, resulting in delighted partners and mutual customers.
  • Own, influence, and orchestrate relationships globally and in the field with partner offering teams to drive Fortinet offerings and strategic positioning.
  • Facilitate engagement between Fortinet product management teams and partners to support joint solution development and roadmap evolution.
  • Identify and drive joint offering opportunities and placement of Fortinet technologies as partner-acknowledged "standards".
  • Understand partner service offerings, service delivery models, and constraints, and lead efforts to develop deployment models for Fortinet products.
  • Responsible for overall pricing strategy with partners and decision support analysis for pricing and discounting decisions.
  • Lead Regional Alliance Managers and Technical Account Managers, support large joint deals with field sales reps and regional leadership.
  • Enable and train extended Veritas and partner teams on key sales plays and provide global deal coordination.
  • Facilitate legal requests, manage contract negotiations, licensing engagements, and market/demand generation activities.

Requirements:

  • At least 10 years of relevant professional experience, ideally in business development/alliances, partner sales at a leading high-tech company, enterprise sales, GSI practice, or OEM sales.
  • At least 5 years of direct experience selling to, through, and with leading GSIs, as-a-Service models, and indirect sales motions.
  • Strong knowledge of Fortinet products and processes preferred. Cybersecurity industry knowledge.
  • Technical skills including the ability to understand product roadmaps, market conditions, and complex partner requirements.
  • Graduate degree required.
  • Track record of outstanding alliance sales performance at past roles.
  • Ability to think strategically and translate strategy into execution plans.
  • Ability to influence and build consensus with people across all levels and functions with a sense of urgency.
  • Experience negotiating complex agreements in a timely manner.
  • 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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