Job Description

Job Category: Regional Sales
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As a Business Development Manager (PS/AS) you will hold responsibility for the effective hunting of new services related opportunities and focus on growing and developing existing customers.
This exciting role will allow you to use your extensive network and engage our sales teams to create account specific PS/AS focused messaging, proactively approach customer services buying centres, create positive awareness around Fortinet services proposition and identify new PS/AS related opportunities. You will support your Sales colleagues to develop and close PS/AS opportunities and stress your hunting mentality to expand our PS/AS sales pipeline in parallel.
You will need to become an expert on our full portfolio of services and work with local Sales Directors and their teams to ensure that they understand the value and benefit of Advanced Services, support their sales campaigns and drive the positive business outcomes that our clients expect when they work with us.
Our Team
The Fortinet Enterprise & regional named sales team is a group of highly driven and tenacious professionals, with an entrepreneurial spirit and a hunger for winning. From our mission is to drive new business opportunities via direct sales engagements into a set of named accounts and strategic partners. Your role will be dedicated to customers, not partners, to identify opportunities and build a strong Services-related sales pipeline.
You will:

• Be responsible for the achievement of quarterly & annual Sales and Revenue targets for AS/PS.
• Assist Account Managers in qualifying services opportunities and to build account specific PS/AS messaging.
• Provide reporting of sales activity and accurate short- and medium-term revenue forecasts
• Participate in and initiate Services update communications through various media including newsletters and webinars, and account planning sessions and take ownership on Services related call to actions.
• Identify new opportunities for Service offering development and work with our delivery and commercial teams to bring new services to market
• Collaborate with peers in the APAC Services sales team to share experience, best practise and contribute to sales growth planning activity and initiative. Work with various BDMs and APAC PS/AS team to align Services Sales initiatives to / with APAC priorities.
• Build revenue and non-revenue business plans with Enterprise and regional sales districts

This will be achieved through presenting at events and meetings within the region and to a wider online audience. Additionally, this will also involve supporting the channel partners in their events and assisting them in the presentation of the Fortinet Services strategy.
Required Achievement, Experience and Ability:

• 8+ years large account or enterprise selling experience
• 2+ years services selling experience
• Additional business development experience preferred
• Strong understanding on how to address customers regarding PS/AS opportunities
• Experience in building business and marketing plans with sales teams
• Excellent presentation skills to executives & individual contributors
• Excellent written and verbal communication skills
• Candidate must thrive in a fast-paced, ever-changing environment
• Competitive, Self-starter, Hunter-type mentality
• College or University degree preferred
• Communication and negotiation experience with cross functional team such as Services, Marketing and SE team.
• Fluent in written and spoken English to communicate with global team.
• Ability to take on the challenge of developing new services and commercializing them.

This role requires regular engagement with the services group. This will include but not limited to.

• Understanding new service offering requirements
• Assisting in specifying service levels or changes
• Advising on commercial changes within service proposals
• Work with International Emerging Services group to develop Fortinet Services sales collateral.

Skills Required