At a Glance
- Tasks: Drive global partnerships and develop strategies for growth in the EMEA region.
- Company: Fortinet, a leader in cybersecurity solutions with a collaborative culture.
- Benefits: Competitive salary, flexible working options, and opportunities for professional development.
- Other info: Work in a matrixed environment with excellent career advancement opportunities.
- Why this job: Join a dynamic team and make a significant impact on global partnerships.
- Qualifications: Experience in large account sales and managing System Integrator partnerships.
The predicted salary is between 60000 - 80000 £ per year.
The EMEA Alliance Manager is responsible for building, enabling and operating a global strategy. They will drive an engagement framework for Fortinet to target and develop partnerships with the region’s largest global and regional Strategic Alliance GSI partners. Working collaboratively across Fortinet’s Sales, Product, Marketing and Partner organizations, this role will build our core value propositions, joint solution development opportunities, investment/resourcing strategies and go-to-market opportunities to bring these partnerships to life and have them contribute significantly to Fortinet product and services growth.
Responsibilities:
- Develop a framework to evaluate priorities and engage large Global Systems Integrators (GSIs).
- Drive decisions with named focused partners in region and the scope of our engagements.
- Manage the full life cycle of each partnership, through contracting, resale and MSS solution development, GTM, pipeline and revenue generation, measurement and review.
- Build relationships with key executives in targeted partners to ensure sponsorship and sustained engagement/investment in our partnership.
- Drive a regular cadence of relationship and results review with both, joint executive and operational teams, QBRs etc.
- Identify short and long-term revenue opportunities with each partner.
- Oversee the building and execution of GTM strategies to leverage the combined strength of Fortinet and the Partner, with an eye toward increasing partner leverage and contribution.
- Manage the EMEA pipeline and forecast for these partners. This will be managed at a strategic level and executed by the local Fortinet teams via CRM.
- Responsible for building and developing a virtual team within Fortinet’s local in-country teams alongside the local Alliance teams.
- Manage the current and future enablement requirements.
Requirements:
- Several years and demonstrable track record of Large Account sales/partnering experience developing and managing large scale System Integrator (SI) partnerships that yield tangible revenue results.
- Demonstrable networking and deep knowledge in the GSI space.
- Experience selling security technologies including building, operating and bringing to market managed security services.
- Ability to translate Fortinet’s technology into mutual business benefits, SI opportunities and GTM impact with SI's.
- Extensive knowledge of the EMEA region, cultures and ways of working, and demonstrable experience working within it - either located remotely and/or residing permanently in the region.
Additional Qualifications:
- Comfortable working in a matrixed, virtual team environment, leading work streams of various functions, to build consensus and support for a single vision and plan of execution for each partnership.
- Excellent written and verbal communication skills, ability to motivate large sales teams to drive our jointly developed solutions in the market.
- Able to present moderately complex vendor value propositions and solutions to director/executive level contacts.
- Self-sufficient and passionate to deliver to Fortinet the leading global partnerships.
Global Alliances Manager - EMEA in London employer: Fortinet
Fortinet is an exceptional employer that fosters a collaborative and innovative work culture, particularly for the Global Alliances Manager role in the dynamic EMEA region. With a strong focus on employee growth and development, Fortinet offers unique opportunities to engage with leading global partners while driving impactful strategies that contribute to both personal and organisational success. The company's commitment to diversity and inclusion, alongside its emphasis on teamwork and shared goals, makes it a rewarding place for professionals seeking meaningful careers in the cybersecurity landscape.
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We think you need these skills to ace Global Alliances Manager - EMEA in London
Some tips for your application 🫡
Highlight Your Analytical Skills:In the business intelligence field, showcasing your analytical skills is a must. Make sure your CV includes relevant experience with data analysis tools, programming languages like SQL or Python, and any projects where you've interpreted complex data sets to drive business decisions.
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Tailor Your Documents for Us:When applying for a full-time role at Fortinet, tailor your CV and cover letter to reflect our organisational goals and strategies. Mention specific tools and methodologies that align with what we do—this shows you’ve done your homework and are genuinely interested in our mission!
Include Relevant Certifications:Certifications like Google Data Analytics or similar qualifications can really make you stand out in business intelligence. Include these in your application, as they demonstrate your commitment to the field and your willingness to stay current with industry standards.
How to prepare for a job interview at Fortinet
✨Show off your analytical skills
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✨Portfolio of Projects
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✨Know their business model
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