• Build strong relationships with customers by staying in constant communication to ensure day to day and long-term needs are met • Manage customer expectations and provide exceptional customer service • Work with Implementation team on successful opportunities to ensure accuracy in our pricing program • Participate in rate matrix reviews to ensure profitability and competitiveness for key accounts • Participate in rate calculations, report preparation and customer presentations for all large-spend bids • Ensure customer commitments are met, working with internal teams and executing operational tasks as needed • Identify, manage and build new business relationship in the target market • Collaborate and provide assistance to Customer Service Manager in delivering optimal transportation service solutions. • Maintain a database of clients, prospects, partners and vendors • Monitor market conditions, product innovations, and competitors' products, prices, and sales • Perform administrative duties, such as preparing sales budgets and reports, keeping sales records, and filing expense account reports • Consult with clients to resolve problems and to provide ongoing support • Coordinate prospect, sales and current customer meetings working closely with VP of Sales/CS

• Manage every aspect of the partnership between Fortinet and our Global System Integrator (GSI) partners in Canada. • Create business plan that will provide appropriate execution steps to achieve target growth by: • Working with product and technology leaders within the GSI partner, develop distinct products, services, and offerings powered by Fortinet technology. • Building a regular cadence of relationship-building, responsible for exercises to enable stronger partnerships • Work at a deal level to facilitate the joint pipeline, provide weekly tactical support on order processing and order management, and ensure purchase orders are submitted in a timely manner according to Sales forecasts in Salesforce • Educate the GSI team on our enterprise security platform value proposition to drive growth • Educate the Fortinet Sales team on GSI offerings to better leverage their influence to successfully sell jointly into key accounts. • Work with joint country leadership (Sales, SE, Marketing, Channel) to implement local business plans. Ensure the right cross-functional and decision-making stakeholders at our GSI are involved in the Business Plan process and sign-off on its approval • Develop and lead Quarterly Business Reviews (QBR) with cross-functional stakeholders from both organizations to measure progress against mutual business objectives • Share and communicate GSI product offerings to internal teams; translate needs into solutions • Actively work with the GSI teams to proactively generate leads and to have Fortinet introduced to the GSI clients and prospects • Balance short term revenue initiatives with longer-term development objectives • Sell to the GSI partner

• Increase Market Share by performing sales efforts to convert potential customers to ADI customers • Strengthen current customer relationships by supporting customer service efforts, conducting follow-up calls, educating customers about new product lines, and keeping abreast of new developments in the industry • Proactively drive market intelligence gathering, uncover growth opportunities, and deliver sales wins • Ensure positive relationships within the ADI organization to encourage team sales and create priority service for customers • Implement various customer training to drive sales growth in assigned territory

• Cultivate and maintain positive relationships with key decision-makers and customers within assigned aerospace and defense accounts • Develop and implement account plans to achieve and exceed revenue targets • Collaborate with internal teams to develop and implement strategic account plans • Provide accurate and timely sales forecasts, reports, and updates to senior management