Major Account Manager – Telco

As a Major Account Manager, you will play an integral role in new business pitches, hold responsibility for the effective on-boarding of new clients and focus on growing and developing existing customers. This exciting role will allow you to use your extensive network to run and grow opportunities, write business and account plans for all current and new business tender opportunities and act as the key interface between the customer and all relevant divisions.

Requirements

• Develops strong relationships with customer contacts at executive level to gain insight into the business imperatives and IT drivers enabling development of a strategy to sell Fortinet solutions.
• Focuses on the strategic nature of the relationship and builds long term value for the client and sustainable success for Fortinet.
• Works independently to determine the best approach for achieving personal and company goals.
• Works under general direction toward predetermined short and long term goals.
• Interfaces with Senior Management inside Fortinet to help set strategy and participates in varied roles to support internal business development.
• Understands the client supplier ecosystem and builds partnerships where appropriate to deliver against objectives.
• Sells the organization’s products and services through a consultative selling approach and maintains good relationships with key individuals within the accounts.
• Responsible for expanding and retaining the client while ensuring ongoing excellent customer service.
• Primary sales point-of-contact for the account, representing the organization to the customer and the customer to the organization.
• Drives quarterly business reviews with customer to ensure value from Fortinet investment.
• Ensures customer is kept up to date with Fortinet product roadmaps enabling the customer to plan and mitigate risks to their business.
• Develops strategies and orchestrates company resources to maximize sales volume within assigned accounts.
• Effectively engages and builds cooperative relationships with sales resources: System Engineers, Channel, Specialist sales team and executives as required.
• Actively builds networks with contacts and partner companies that can contribute to Fortinet’s success.
• Identifies and qualifies opportunities, developing and executing the sales process.
• Builds and qualifies pipeline opportunities.
• Responsible for account penetration and balanced sales growth.
• Responsible for meeting assigned Sales Quota.
• Meets or exceeds discount/profit margin goals.
• Provide accurate forecasts and reports on activity and sales performance as and when required by management.
• Ensure full compliance with all internal processes.
• Ensure completion and utilization of whitespace.

Benefits

• Total Rewards package to support overall health and financial well-being