Global Accounts

2 weeks ago

Gurgaon, India Fortinet Full time

**Responsibilities**:

- Develop and maintain detailed solid understanding key Global System Integrator offerings portfolio and bring to bear Fortinet strengths to fill partner portfolio gaps and improve partner’s ability to compete.
- Build and develop durable executive relationships, both globally and in the regions, resulting in a delighted partners and mutual customers.
- Own, influence, and orchestrate relationships globally and in the field with the partner offering teams that can help drive Fortinet offerings and strategic positioning.
- Facilitate engagement between FTNT product management teams and the partners to support joint solution development and roadmap evolution.
- Identify and drive joint offering opportunities and placement of FTNT technologies as partner acknowledged “standards”.
- Understand Partner’s service offerings, service delivery models and constraints, and lead effort to develop deployment models for FTNT products.
- Responsible for overall pricing strategy with partner and decision support analysis for pricing and discounting decisions.
- Lead the 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.

**Skills Required**:

- At least 10 years of relevant professional experience, ideally in the following disciplines: 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 such as TCS, Wipro, Infosys, Tech Mahindra or HCL; the GSI industry, as-a-Service models and indirect sales motions.
- Strong knowledge of FTNT products and processes preferred. Cybersecurity industry knowledge.
- Technical skills including the ability to understand (1) product roadmaps; (2) market conditions and factors; and (3) complex partner requirements.
- Undergraduate 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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