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- Tasks: Drive growth and manage relationships with BT, focusing on sales and service expansion.
- Company: Join Fortinet, a leader in cybersecurity solutions, shaping the future of network security.
- Benefits: Enjoy a dynamic work culture, career development opportunities, and potential remote work options.
- Why this job: Be part of a world-class team, making an impact in a fast-paced industry with innovative products.
- Qualifications: 3+ years in channel sales, strong communication skills, and a competitive, self-starter attitude required.
- Other info: This role is pivotal for driving managed services growth within a strategic partnership.
The predicted salary is between 36000 - 60000 £ per year.
Fortinet continues to see increasing demand from the industry trend towards a converged cybersecurity platform, reducing operational costs while increasing the effectiveness of security posture. The skills shortages in the market are driving even greater demand in the Service Provider space. Our partners are enabling clients to secure their network connectivity transformation, hybrid working, operational technology and continued application journey across clouds. To meet the needs of our customers and partners, Fortinet UK and our Service Provider team are both expanding. This specific role will report to the Service UK Provider Director as part of the virtual BT global account team and is focused on the UK region. It is an incremental role within an established and successful group, driving additional managed services and revenue growth with one of our most strategic partners. A successful candidate should have both a proven track record and a desire to further develop their career within a highly relevant vendor with world-leading products & solutions and services. If you are considering your next career steps and interested in being part of Fortinet’s world-class team and a fantastic culture, please get in touch.
Job Responsibilities
- Collaborate closely with Fortinet’s global BT team, aligning with the overall strategy, expansion of managed services portfolio, and executing local initiatives.
- Co-own the BT UK partner account plan, focusing on growth initiatives and areas such as marketing, enablement, executive engagement/peering and sales execution.
- Understand BT’s core value proposition and go to market strategy to input into the development of repeatable and embedded managed services propositions.
- Maximise Fortinet’s presence, visibility and influence and professional relationships with key personnel in BT.
- Coordinate the involvement of company personnel, including EMEA/Service Provider Account teams, sales, SE, support, service and management resources to meet partner performance objectives and partner’s expectations.
- Identify and drive early engagement/alignment on large projects.
- Assume full responsibility for accurate sales forecasting by demonstrating an in-depth knowledge of the sales cycle with insight into key opportunities and regular reporting.
- Meet and exceed sales quotas via incremental revenue and growth through BT.
Job Experience Required
- 3+ years channel sales and territory management in networking or security sectors.
- Understanding of the market vertical from either working for a Service Provider or managing a Service Provider relationship at a partner/vendor.
- Proven track record and methodology of creating, launching, and executing successful managed services within the Service Provider market.
- Experience building effective business and marketing plans.
- Sales forecasting, opportunity identification and drive to close utilising methodologies such as MEDDIC.
- Competitive, self-starter, team player who thrives in a fast-paced, ever-changing environment.
- Excellent written and verbal communication skills and able to speak English fluently.
Contact Detail:
Fortinet Recruiting Team
StudySmarter Expert Advice 🤫
We think this is how you could land Channel Sales Account Manager - BT UK
✨Tip Number 1
Familiarise yourself with Fortinet's products and services, especially those related to cybersecurity and managed services. Understanding their offerings will help you engage in meaningful conversations during interviews and demonstrate your genuine interest in the role.
✨Tip Number 2
Network with current or former employees of Fortinet, particularly those in sales or channel management roles. They can provide valuable insights into the company culture and expectations, which can help you tailor your approach when applying.
✨Tip Number 3
Research the UK Service Provider market and understand the key players, including BT. Being knowledgeable about the competitive landscape will allow you to speak confidently about how you can contribute to Fortinet's success in this area.
✨Tip Number 4
Prepare to discuss specific examples from your past experience that showcase your ability to drive sales growth and manage partner relationships. Highlighting your achievements in similar roles will make you a more compelling candidate for the Channel Sales Account Manager position.
We think you need these skills to ace Channel Sales Account Manager - BT UK
Some tips for your application 🫡
Tailor Your CV: Make sure your CV highlights relevant experience in channel sales and territory management, particularly in networking or security sectors. Use keywords from the job description to demonstrate your fit for the role.
Craft a Compelling Cover Letter: Write a cover letter that showcases your understanding of Fortinet's products and services. Mention specific achievements in previous roles that align with the responsibilities outlined in the job description.
Highlight Relevant Skills: Emphasise your skills in sales forecasting, opportunity identification, and your ability to create and execute successful managed services. Provide examples of how you've used methodologies like MEDDIC in past roles.
Proofread Your Application: Before submitting, carefully proofread your application materials for any spelling or grammatical errors. A polished application reflects your attention to detail and professionalism.
How to prepare for a job interview at Fortinet
✨Understand the Company and Role
Before your interview, make sure you thoroughly research Fortinet and the specific role of Channel Sales Account Manager. Understand their products, services, and the current trends in cybersecurity, especially as they relate to BT. This knowledge will help you answer questions more effectively and demonstrate your genuine interest in the position.
✨Prepare for Scenario-Based Questions
Given the nature of the role, be ready to discuss past experiences where you've successfully managed channel sales or partnerships. Prepare specific examples that showcase your ability to drive revenue growth, manage relationships, and execute marketing plans. Use the STAR method (Situation, Task, Action, Result) to structure your responses.
✨Showcase Your Communication Skills
As a Channel Sales Account Manager, excellent communication is key. During the interview, focus on articulating your thoughts clearly and confidently. Practice explaining complex concepts in simple terms, as you may need to do this when engaging with partners or clients.
✨Ask Insightful Questions
At the end of the interview, take the opportunity to ask thoughtful questions about the team dynamics, the company's future direction, and how success is measured in this role. This not only shows your interest but also helps you gauge if the company culture aligns with your values.
