Major Account Manager – Telco (Rome, Italy) In this key role, you will manage and drive sales engagements into major Telco accounts. Your focus will be to create and implement strategic account plans focused on attaining enterprise-wide deployments of Fortinet products and services. Develop executive relationships with key buyers and influencers and leverage these during the sales process. Coordinate with appropriate internal groups to generate and deliver winning Contract Bids, Proposals, RFI/RFP Responses, and Statements of Work. Negotiate terms of business with the client to achieve win/win results that provide the basis for strong ongoing relationships. You will be driven and ambitious with adept at solving critical challenges faced by our client. Highly credible, you will have experience in developing trusted relationships at a senior level with a focus on building a strategic partnership. You will have a solid understanding of the solutions offered by Fortinet which will help identify the areas needed to be resolved.
Job Description In this role, you will manage and drive direct sales engagements with Service Providers.
Create and implement strategic account plan focused on growing the share of Fortinet products and services. Develop strong executive relationship with key buyers and influencers and leverage these during the sales process. Negotiate terms of business with clients to achieve win/win results that provide the basis for strong ongoing relationships. Job Responsibilities Generate Service Provider business opportunity pipeline and managing the sales process through to closure of the sale. Ability to accurately forecast the business. Ability to meet quarterly quota. Job Experience Required Proven ability to sell solutions to Tier-1 Telco Accounts. A proven track record of quota achievement and demonstrated career stability. Experience in closing large deals. Excellent presentation skills to executives & individual contributors. Excellent written and verbal communication skills. Understanding of Telco industry, mobile network architectures and terminology. A self-motivated, independent thinker that can move deals through the selling cycle. Minimum 8 years sales experience selling to Major Accounts. Minimum 5 years selling Service Provider network security products and services. Good understanding of network security is a plus. Candidate must thrive in a fast-paced, ever-changing environment. Competitive, self-starter, hunter-type mentality.
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