• 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

Role Description The Business Development Manager will plan, develop and execute strategies to grow Ripley Tools business with wireless equipment, communications, and connector manufacturing partners, leading to long term sustainable growth as well as sales quotas and profit margins in the assigned territory. This role requires 75% travel across the Eastern US and candidates must reside within the Eastern US region and within a reasonable distance to an airport. On any given day, you’ll make a difference by: - Meeting and engaging with key stakeholders throughout eastern US & Canada from communication companies, contractors, training schools, cable OEMs and certification bodies. - Becoming a subject matter expert on 15-35kV cable preparation tools and methods through hands-on practice and training from the Ripley team. - Managing assigned territory to ensure effective, efficient, and economical use of available time and assets to achieve Sales objectives. - Engaging actively with other manufacturers, including internal Hubbell business divisions, to partner for the sales of Ripley Tools products to end user customers. - Coordinating with HUS TMs for cross-selling and support. - Seeking new business for sell-to, sell-through, and sell-with opportunities, including private label sales under other company brands. - Gathering voice-of-customer from end users to accurately score Ripley tools against competitors and aid in new product development with engineering teams. - Engaging with cable manufacturers to understand new cable types and co-develop new products via Ripley Labs. - Evaluating the Company’s market share across verticals / geographies and developing actionable plans to improve sales. - Articulating strengths and weaknesses of competitive products to engineering team. - Acting as SME for Ripley products in coordination with and as an extension of HUS / HES TM relationships, providing part numbers, pricing and other commercial requirements. - Developing strategies and plans to target key opportunities with a matrix leadership approach across the company and channel partners. - Communicating strategies, plans, and needed actions effectively across the organization to assure alignment and achievement. - Acquiring excellent product and Company knowledge and having the ability to communicate this to customers and distributors, including demonstration of proper use of Ripley tools. - Developing long term relationships with customers, partners, and industry influencers. Qualifications - BA/BS degree in Sales, Marketing, Business or Engineering; Civil Engineering or other related field or MBA preferred. - 5+ years in sales or business development in a related industry; experience in utility infrastructure markets, including wireless, outside plant and other mission critical utility applications. - Familiarity with antenna, tower, underground and aerial cable and related connector solutions and suppliers. - Proficiency with Microsoft office and experience with ERP/CRM systems. - Demonstrated leadership ability and strong interpersonal skills and communication skills. - Ability to manage in a matrixed organization and create professional relationships at all levels. - Proven ability to plan and execute large account business opportunities and effectively manage account presence and growth. - Ability to develop industry relationships, identify new opportunities and create and execute strategies that result in new business within the dynamic marketplace. Company Description Hubbell creates critical infrastructure solutions that power our customers, communities, people and the planet. Our company is strategically aligned around enabling grid modernization and electrification. Founded in 1888, our innovation has made us a leading global manufacturer of high quality electrical and utility solutions enabling customers to operate critical infrastructure reliably and efficiently. - The company operates in two segments: Hubbell Utility Solutions (HUS) and Hubbell Electrical Solutions (HES). - HUS enables the grid to conduct, communicate and control energy across utility applications. - HES is essential to managing power across a wide range of industries and applications. - We are committed to operating sustainably and ethically while promoting an inclusive and supportive culture for our people to grow and develop in their careers.