Business Development Manager - Telco & MSSP

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Fortinet is hiring a Telco Expert / Territory Business Development Manager to fuel growth in the Middle East for the EMEA Service Provider team, based in Dubai. The role centers on supporting sales teams to design and evangelize compelling value propositions for Telco operators and MSSPs, building executive relationships up to CXO levels, coordinating internal resources, and executing a GTM plan that expands Fortinet’s footprint in SP sell-to and sell-with models across the MEA region. Key expectations include exceeding revenue quotas, cross functional collaboration, and strong presenting skills to executives, with travel as needed. In your application, highlight a proven over quota track record selling to SPs/MSSPs, large deals, and tangible outcomes, plus a clear MEA growth plan.

Telco Expert / Territory Business Development Manager Telco & MSSP (Team EMEA)

Location: Middle-East (Dubai, UAE)

Fortinet secures 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. 

Fortinet solutions secure the Telco operator’s networks worldwide. Fortinet also partners with Service Providers in the B2B area to serve Enterprises and SMB with modern Managed Security Services. This strong relationship with the Service Providers as both customer and business partner has been key for Fortinet growth and allows many customers to easily access to advanced cybersecurity solutions.

The EMEA Service Provider Team 

We are a team of experienced and passionate professionals with deep vertical business expertise and strong business acumen. Our focus is on designing and building innovative solutions and service packages that drive growth for our MSSP partners while addressing the cybersecurity challenges of modern Telco networks. 

We are in Sales. Our team excels in identifying business opportunities and replicate success, planning actionable strategies, and mobilizing the necessary resources. This includes designing vertical offerings, enabling organizational readiness, and providing specialist sales execution support. These capabilities are our most valuable assets. We thrive on studying new industry trends and staying at the forefront of innovation, delivering exceptional value to our Service Provider partners and customers.

The Role

In this key role, you will support the development of the business in the Middle-East region, closely supporting the Sales Teams in designing and evangelizing strong value proposition relevant for the market and the specific strategy of the large SP in the region.

You will coordinate the involvement of the available internal resources according to the Account Team requests and the customer context. 

You will develop executive relationships with key decisions makers in our most important SPs, in coordination with the local sales teams, and leverage these relationships to influence decisions so to keep our leadership a step ahead. 

You will implement and execute a successful plan focused on attaining the expected revenue growth and reinforce the Fortinet footprint in the Service Provider Sell-to and sell-with MSSP services. 

Your Responsibilities

• Exceed expected growth and revenue quotas in your Territory
• Define the successful go to market plan aligned with the company strategy and goals
• Develops relationships with key decision makers, influencers and partners up to CxO levels
• Enable and support the Telco and MSSPs field reps.
• Develop synergies to replicate success across countries.
• Support marketing activities, events, media opportunities, with presentations, roundtables, and with content production.
• Maximize Fortinet opportunity while providing value added solutions 
• Travels within assigned territory, and occasionally outside of your territory, are required.

What do we expect you to bring?

• Extensive experience in Telco industry, technology sales and/or business development.
• Strong understanding of the industry terminology, trends, and organizational dynamics.
• Act as a team player, strong ability to work as an overlay role with multiple teams and different reporting lines.
• Proven experience and ability in selling solutions to SPs & MSSPs, and closing large deals.
• A proven track record of significant over-quota achievement.
• Able to present and communicate to large audience with a high level of influence.
• Excellent presentation skills to executives & individual contributors. 
• Excellent written and verbal communication skills.

What you can expect from us

• Innovative, collaborative and dynamic company with a double-digit growth over the last decade.
• Strong sales and pre-sales teams in your territory to collaborate with.
• An open and innovative working environment, sharing knowledge and information collaboratively and transparently, with respect to everyone’s thoughts and opinions.  
• Be part of a strong team with international visibility of the market and the company business.
• Excellent training and development opportunities, providing you with all the tools you need to be successful.
• A market competitive salary package, including stock awards.