Systems Engineering Mgmt

Systems Engineering Manager - Channel

Location – Riyadh, KSA or Dubai, UAE

Role Overview:

This is a player manager role with the vast majority of time spent focused on partners. The role will not own partner accounts by themselves but will work with the current partner SE on the top potential accounts.

As a manager lead and develop the channel SE team to support the evolving needs of the channel team’s engagement with the partner community. Demonstrate what great looks like, though coaching and mentoring, and move the team from activity accountability to revenue growth accountability.

As an individual contributor lead the technical influence relationship with our highest revenue focus partners technical leaders and influence them to increase Fortinet wallet share. Demonstrate thought leadership and vision. Achieve Trusted Advisor status and break down the competitive position in our partners. You must be able to articulate solution and product positioning to both business and technical users. Build a technical influence plan as part of the overcall channel SE plan.

Responsibilities:

• Manage and motivate a team of System Engineers focused on Channel partners
• Establish strong peer to peer relationships at the highest level of the focus partners. Use these relationships to gain mindshare to drive FTNT solution adoption, competitive displacement and grow wallet share.
• Develop technical account plans to achieve goals and exceed quota responsibility
• Maximize Fortinet opportunity while providing value added solutions to Enterprise customers
• Serve as the main technical resource on sales calls and answer/ educate the customer on issues ranging from features, specifications and functionality to integration.
• Own the development and execution of the technical channel plan for the region, across all partners (enterprise, commercial, SMB, disti) which is aligned to FTNT’s and the partners growth plan. Communicate the technical readiness status to FTNT sales to help identify partners for SecOPs, Cloud, OT etc.
• Works closely together with the Systems Engineers and Account Managers in order to maximize the primary business focus and serves as team leader responsible for the quality and success of Technical resources in the Enterprise Accounts
• Manages effective working relationships with assigned region MAMs, Technical Sales Engineers, and Consulting Professionals
• Travels within assigned territory is required

Requirements:

• 5 - 8 years experience in a vendor engineering management, technical management, pre-sales or sales roles
• 5 - 7 years experience in network security, application delivery or core network engineering
• Excellent presentation skills to executives & individual contributors
• Excellent written and verbal communication skills
• A self-motivated, independent thinker that can move deals through the selling cycle
• Strong understanding of Internet protocol stack, OSI model and TCP stack
• Knowledge of the following technologies: Routing, Switching, VPN, LAN, WAN, Network Security, Intrusion Detection, and Anti-Virus.
• Strong understanding in the following technologies and protocols: RADIUS, PKI, IKE, Certificates, L2TP, IPSEC, FIREWALL, 802.1Q, MD5, SSH, SSL, SHA1, DES, 3DES
• Experience with encryption and authentication technologies required

Education:

• Bachelor's degree or equivalent experience in network security industry, MBA preferred

Why Join Us:

• At Fortinet, we embrace diversity and inclusivity. We encourage applications from diverse backgrounds and identities. Explore our welcoming work environment designed for a rewarding career journey with an attractive Total Rewards package to support you with your overall health and financial well-being. Join us in bringing solutions that make a meaningful and lasting impact to our 660,000+ customers around the globe.
• We will only notify shortlisted candidates.
• Fortinet will not entertain any unsolicited resumes, please refrain from sending them to any Fortinet employees or Fortinet email aliases. Should any Agency submit any resumes to Fortinet, these resumes if considered, will be assumed to have been given by the Agency free of any related fees/charges.