Fortinet

• Develop and enhance cloud security capabilities for CASB product, ensuring high availability and performance • Implement Cloud Access Security Broker (CASB) features, such as cloud data protection, compliance enforcement, and threat detection • Optimize SaaS platform architecture for security, scalability, and cost efficiency • Work with DLP (Data Loss Prevention) and DSPM (Data Security Posture Management) teams to integrate security solutions • Design and develop APIs and microservices to improve automation and system integrations • Troubleshoot and optimize system performance, data processing, and security enforcement mechanisms

• Develop the respective District by orchestrating the Sales Business Units and Channel located in the District. • Identify the areas of potential for the District in Collaboration with the Direct Sales Teams and Channel Account Managers. • Identify the partners to collaborate with in these specific areas and develop a growth plan together with these partners, supported by the respective CAM. • Build a growth plan for the District with specific priorities. • Drive specific sales activities with the support of the Direct Sales Teams, Channel Account Managers and Partners. • Develop annual/quarterly plans to drive incremental growth, achieve goals and exceed quota responsibility. • Develop and manage relationships with key executives, decision makers, influencers internally and externally.

Role Description Fortinet is seeking a dynamic and results-oriented individual to join our team as a SECOPS Business Development Manager. In this role, you will be responsible for driving business growth and expanding our market presence in the Security Operations (SECOPS) sector. You will play a pivotal role in identifying new business opportunities, building strategic partnerships, and driving revenue growth through effective sales strategies. - Develop and execute strategic plans to drive business growth in the SECOPS sector, leveraging Fortinet's industry-leading cybersecurity solutions. - Identify and cultivate relationships with key decision-makers, influencers, and stakeholders in target organizations. - Collaborate with cross-functional teams including sales and Pre-Sales, marketing and Channel to develop and execute Go-to-Market strategies. - Drive SecOps sales opportunities together with Sales and Pre-Sales through the entire sales cycle, from lead generation to closing deals. - Conduct market research and analysis to identify emerging trends, competitive landscape, and customer needs. - Provide input to product development teams based on market feedback and customer requirements. - Educate Sales Teams on positioning of the Fortinet offering. - Meet and exceed sales targets, revenue goals, and other key performance metrics. - Represent Fortinet at industry events, conferences, and seminars to showcase our SECOPS solutions and thought leadership. Qualifications - Bachelor's degree in Business Administration, Marketing, Computer Science, or related field. MBA is a plus. - Proven track record of success in business development, sales, or account management roles within the cybersecurity industry, with a focus on SECOPS solutions. - Strong understanding of Security Operations Center (SOC) environments, security incident response, threat detection, and remediation. - Excellent communication, presentation, and negotiation skills. Ability to articulate complex technical concepts to both technical and non-technical audiences. - Self-motivated, proactive, and results-driven with the ability to work effectively in a fast-paced, dynamic environment. - Strong analytical skills with the ability to analyze market trends, customer data, and sales performance metrics. - Experience working with channel partners, resellers, and distributors is a plus. - Willingness to travel as needed. Benefits - Opportunity to work for a global leader in cybersecurity with a strong reputation for innovation and excellence. - Competitive compensation package including base salary, commission, and benefits. - Career growth opportunities in a dynamic and fast-growing industry. - Collaborative and inclusive work environment with a focus on teamwork and professional development. Company Description Fortinet is a global leader in high-performance cybersecurity solutions. With a mission to secure People, Devices and Data everywhere, Fortinet offers a comprehensive suite of products and services to protect businesses of all sizes.

• Partner with sales to qualify opportunities, define solution strategy, and align technical capabilities with customer business outcomes. • Lead discovery sessions, workshops, and security assessments that uncover operational and architectural requirements in complex enterprise environments. • Design and present secure architectures that incorporate networking, cloud, and SecOps components. • Deliver impactful presentations and demos to both technical stakeholders and executive decision-makers (CISOs, CIOs, CTOs, and business leaders). • Serve as the primary technical expert in sales cycles, guiding enterprise accounts through evaluation and decision processes. • Advise on cybersecurity strategies such as Zero Trust, SASE, cloud security, and SecOps modernization. • Build and maintain long-term trusted relationships with C-level executives and senior leadership, positioning yourself as a strategic advisor. • Translate technical concepts into business value discussions tailored for executive-level conversations. • Support smooth deployment transitions by working closely with professional services, support, and customer success teams. • Provide roadmap guidance, operational reviews, and strategic check-ins to reinforce customer value realization. • Continue as a trusted advisor to enterprise leadership, ensuring ongoing alignment of their evolving needs with solution capabilities.

• Manage and drive direct sales into Major Enterprise Accounts. • Create and implement strategic account plans focused on attaining enterprise-wide deployments of Fortinet products and services. • Develop executive relationships with key buyers and influencers in Major Enterprise Accounts and leverage these during the sales process. • Coordinate with appropriate internal groups to generate and deliver winning Contract Bids, Proposals, RFI/RFP Responses, and Statements of Work. • Negotiate terms of business with clients to achieve win/win results that provide the basis for solid ongoing relationships.

• Create and implement territory plans focused on attaining deployments of Fortinet products and services to a set of assigned, existing accounts and new logo prospects, within your assigned territory. • Develop executive relationships with key buyers and influencers and leverage these relationships to achieve quarterly sales goals. • Generate a sales pipeline, qualify opportunities, and accurately forecast pipeline. • Coordinate with appropriate internal groups to generate and deliver winning Contract Bids, Proposals, RFI/RFP Responses, and Statements of Work. • Negotiate terms of business with clients to achieve win/win results that provide the basis for exceptional ongoing relationships. • Build and promote the Company’s position as the worldwide leader in Unified Threat Management.

• Establish productive, professional relationships with key personnel in assigned Silver and Gold level partner accounts • Build a plan for partner enablement and training in assigned territory for key partners • Coordinates the involvement of company personnel, including support, service and management resources in order to meet partner performance objectives and partner’s expectations • Assume full responsibility for accurate sales forecasting by demonstrating an in-depth knowledge of sales cycle and update SalesForce accordingly • Meet and exceed sales quotas and revenue goals • Proactively leads a joint partner planning process that develops mutual performance objectives, critical milestones (e.g. training certification) in conjunction with Distribution resources (sales, support, etc) • Ability to work in a high volume low-end and mid-market sector • Manages potential channel conflict by fostering excellent communication internally and externally and through strict adherence to Fortinet’s channel program guidelines • Drives sales of new technology adoption in assigned territory • Proactively recruits new qualifying partners

• Develop and execute strategic account and territory plans to achieve and exceed sales targets • Identify, prospect, and acquire new Public Sector customers across the AURA region • Drive adoption of Fortinet solutions across both new and existing Public Sector accounts • Build and maintain strong relationships with key decision makers and influencers within COTER organisations • Lead internal teams to deliver high quality proposals, RFP responses, and statements of work • Manage the full sales cycle from prospecting to negotiation and closing • Maintain accurate pipeline management and forecasting • Collaborate with technical, channel, and marketing teams to ensure customer satisfaction • Conduct regular customer visits across the region to support business development and account growth

• Partner with sales to qualify opportunities, define solution strategy, and align technical capabilities with customer business outcomes. • Lead discovery sessions, workshops, and security assessments that uncover operational and architectural requirements in complex enterprise environments. • Design and present secure architectures that incorporate networking, cloud, and SecOps components. • Deliver impactful presentations and demos to both technical stakeholders and executive decision-makers (CISOs, CIOs, CTOs, and business leaders). • Serve as the primary technical expert in sales cycles, guiding enterprise accounts through evaluation and decision processes. • Advise on cybersecurity strategies such as Zero Trust, SASE, cloud security, and SecOps modernization. • Build and maintain long-term trusted relationships with C-level executives and senior leadership, positioning yourself as a strategic advisor. • Translate technical concepts into business value discussions tailored for executive-level conversations. • Support smooth deployment transitions by working closely with professional services, support, and customer success teams. • Provide roadmap guidance, operational reviews, and strategic check-ins to reinforce customer value realization. • Continue as a trusted advisor to enterprise leadership, ensuring ongoing alignment of their evolving needs with solution capabilities.

• manage and drive direct sales engagements into a set of Named Accounts • create and implement territory plans focused on attaining deployments of Fortinet products and services • develop executive relationships with key buyers and influencers • generate a sales pipeline, qualify opportunities, and accurately forecast pipeline • coordinate with appropriate internal groups to generate and deliver winning Contract Bids, Proposals and Statements of Work • negotiate terms of business with clients to achieve win/win results • understanding customer business goals and effectively translating the capabilities of Fortinet to help them achieve those goals.