Position Overview & Specifications
In this key role, you will execute the strategy and the go to market plans to dominate the UK/I Tier 2/3 managed services marketplace, through the development and recruitment of existing and target MSSP partners respectively.
You will ensure their successful monetisation of Fortinet technology with a joint focus on the partner's profitability and operational efficiency, by guiding them on how to build and sell profitable managed security services for delivery via on-premise (CPE) and cloud-based methods. You will develop executive relationships with key decisions makers in focus MSSPs and leverage these relationships to influence technology decisions in Fortinet’s favour.
You will also assist in engagement and conversion of traditional managed service providers and value-added resellers from resale-oriented business models to recurring managed security services and will be accountable for managing all partnerships within the guidelines of the Fortinet Partner Program (FPP).
- Manage strategic Fortinet MSSP partners and recruit new MSSP partners from a defined target list.
- Execute the go to market plan aligned with the MSSP strategy and goals
- Consistently build and deliver on an accurate pipeline
- Exceed expected revenue quotas ‘to’ and ‘through’ MSSP partners
- Create plans to increase 'partner influenced' business and manage deal registrations in accordance to the FPP.
- Develop relationships with key decision makers and influencers up to CxO levels.
- Focus on driving the MSSP to standardisation on Fortinet technology in order to build profitable managed security services following a defined engagement methodology.
- Work with the partner’s product management & operations teams to define and agree a security roadmap based on the MSSP's strategic service priorities and build a technical capability to scale efficiently.
- Position Fortinet's advanced service capability to enhance the MSSP's proposition.
- Lead the marketing engagement plans between the partner and Fortinet, to ensure the partner adopts an 'integrated branding' strategy using Fortinet's brand to reinforce their own.
- Train and enable MSSP sales teams aligned to defined service propositions.
- Maintain a positive balance between individual contribution and team collaboration to ensure both personal and team success.
5+ years sales experience, managed services or solution selling experience is preferred.