SecOps Business Development Manager (BDM)

Fortinet is seeking a Business Development Manager (BDM) that will manage and drive both the solution portfolio/proposition and sales engagements for Security Operations (SOC) solutions across the UK&I Region Sales territories with Field Sales organisation. The BDM role will take in-Region (UK&I) Responsibility for defined products in the SecOps (Security Operations) portfolio including, but not limited to solutions such as SIEM, SOAR, EDR, NDR, Mail, Analyzer, DLP, Recon, Deceptor etc. This requires focus to ensure the value proposition for these solutions is fit for purpose in UK&I market, is documented and communicated.

The BDM will take responsibility for Sales enablement to the Fortinet UK&I High-touch Field Sales teams and will most importantly have joint responsibility for the UK&I SecOps business (numbers, pipeline, forecast etc).

Key success criteria for this role are to act as a SecOps Sales Specialist working with high-touch sales to build pipeline in their accounts territories and engage on specific larger opportunities to develop the deal, and assist managing through the sales lifecycle to closure. In this role, you will identify complex security challenges within your customers’ environment and drive opportunities to close.

Primary Responsibilities:

• Develop and manage internal sales relationships, and be a key point of contact for SecOps opportunities with the end customer
• Build and implement account / marketing plans for account penetration
• Own the value proposition and messaging (and sales enablement) for the assigned SecOps solution(s) portfolio into Field Sales (and Chanel via partner sales)
• Work with Sales to generate a sales pipeline, qualify opportunities, and accurately forecast pipeline
• Achievement of agreed quarterly sales goals
• Channel effectiveness: Adept at working/developing opportunities with ecosystem partners
• Excellent communicator including the ability to make engaging and effective presentations to an executive audience
• Effective in a collaborative environment, particularly interacting with product and business professionals
• Collaborate with Sales & Systems Engineers ensuring they can articulate SecOps value

Required Skills:

• Experienced forward-thinking sales professional with a proven ability to understand and execute in given technology business sector

• Ideally some technical systems engineering/Solutions Architect background to allow for technical understanding of the market and Fortinet SecOps solutions (note this is not an SE role, but a sales-focused one)

• Strong business and financial acumen with a demonstrated ability to understand both short-term and long-term financial impact of business decisions

• Proven ability with solution selling with a hunter mentality

• A proven track record of target achievement and demonstrated career stability

• A self-motivated, independent thinker that can move deals through the selling cycle

• Competitive, Self-starter, Hunter-type mentality.

• Previous experience in network security.

• Strong analytical, communication and presentation skills to evaluate complex problems to find a systematic approach to gain a quick resolution

• Ability to work independently with little direction – travel will be required in territory

Education:

• Bachelor Degree or equivalent experience favorable.