Business Development Manager

**Business Development Manager - GSI**

This strategic role will require you to build and promote the company’s position as the worldwide leader in Unified Threat Management, specifically through the partner community within the assigned territory.

You will be responsible for all aspects of Fortinet revenue through the Global Systems Integrators, whether resold, provided as a Service or influenced. You will develop high-level and committed relationships with both Global and local Systems Integrators in Italy to accelerate the adoption of Fortinet technology within Enterprise organisations while defining the strategic goals as well as the most effective engagement model with each Partner.

**Position overview**:
In this role, you will be responsible for driving co-sell and adoption of Fortinet technologies through a selected list of GSI partners by leading, developing, and growing all aspects of the alliances and by building and orchestrating a joint execution plan across our respective Sales, Pre-sales, Customer Success teams.

You will have a growth mindset and ready to influence and drive some of Fortinet most strategic partnerships in this fast-evolving environment.

In your role you will be part of the existing Alliance Team in Italy and you will play a key role to the Country success and to implement a larger GSI EMEA strategy.

**Role responsibilities**:

- Enable successful go-to-market collaboration. Working with the regional sales team to implement joint solutions sales strategies and readiness plans as well as use joint assets to develop and drive a pipeline of opportunities
- Develop strategic plan for partner relationships to drive pipeline and exceed bookings targets
- Develop a thorough understanding of your partners’ business objectives to build winning strategies, increase Fortinet share of wallet, and effectively communicate across regional sales teams
- Conduct regular pipeline reviews, portfolio planning, sales coaching, forecasting and QBRs
- Organise partnership business planning and execution (including marketing, sales skills development, product, services, and customer territory planning) to achieve set objectives
- Develop strong C-level relationships with GSI Partners in Italy to drive commitment to Fortinet products and solutions.

**Qualifications**:

- Strong understanding of GSI motions.
- Ability to build and maximize Executive relationships with strategic partners as well as internal.
- Understanding of how to navigate and manage in a complex matrix environment.
- Ability to identify and communicate value propositions in terms of understanding of both partners’ and customers’ business needs, with a mindset on deliverables.
- Demonstrated leadership by influence skills, with ability to engage, and coordinate multiple functions (sales, marketing, pre and post-sales, alliance)
- Outstanding interpersonal skills - written, oral and facilitation
- Ability to balance strong strategic and analytical skills with relentless drive on execution, prioritizing customers’ needs
- Team player who can also work autonomously, and willing to travel where needed across EMEA.
- Ability to deal with the ambiguity associated with working in a fast paced, constantly evolving and high growth environment

**Basic Requirement**:

- Bachelor’s degree or equivalent experience
- Proven track record in Enterprise and G.S.I. & Channel Sales in a Cloud/ SaaS environment
- Successful track record in building strategic relationships across multiple countries
- Extensive experience working with Local System Integrators and Consulting firms.
- Extensive account / partner management experience, preferably leading large and/or strategic growth plans.
- Fluent in English is a must. Additional language proficiency.
- Location: preferably Rome

**Fortinet**
**From the start, the Fortinet vision has been to deliver broad, truly integrated, high-performance security across the IT infrastructure. Today, we secure the largest enterprises, service providers and government organizations around the world.**
**Fortinet empowers its customers with intelligent, seamless protection across the expanding attack surface and the power to take on ever-increasing performance requirements of the borderless network - today and into the future. We have proven to be a truly innovative technology driven network security company with over 619 registered Global Patents. This is over 3 times more than our closest most innovative competitor
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