Job Description

Business Development Manager-Dubai (Fluent/Business Level Arabic required)

The Company

Fortinet (NASDAQ: FTNT) secures the largest enterprise, service provider, 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 ranks #1 in the most security appliances shipped worldwide and more than 330,000 customers trust Fortinet to protect their businesses. www.fortinet.com

Description

The Business Development Manager is a key role in helping managing the Business Development team in driving new business opportunities for EMEA sales teams through identifying. qualifying, nurturing and setting appointments or opportunities in prospect and dormant accounts for Fortinet in support of our rapidly growing business in a high growth market.

The manager will have full management responsibility for a number of Business Development representatives under the supervision of the Business Development Director. They will be expected to provide support and coaching to the representatives in all areas of the role including systems, solutions and performance related factors. They will undertake regular performance reviews providing insight as to how performance can be improved as well as ensuring adherence to company policy and taking the necessary measures where appropriate. The manager will be focused on ensuring that the Business Development team hits it’s targets and key performance indicators, they will need to use data to help them identify trends and make decisions accordingly. They will need to be prepared to undertake any projects as guided and defined by the Business Development Director as well as making their own recommendations. Engaging with internal customers and business partners is a key part of the role as well as the preparation and analysis of accurate reporting.

The successful candidate will be expected to lead by example.

Key skills/attributes;

Strong communications skills at all levels of the an organisaton– written & verbal
Analytical
The ability to listen
Assertiveness
The ability to lead positively & be inclusive

Experience;

Team lead or management in a similar role
Demonstrable track record of achievement and over-achievement in a business development/inside sales role
IT and preferably Network & Cyber Security background

The role is based in Dubai reporting to the EMEA Business Development Director based in UK.

Responsibilities

Help coach the team to research customers, identify decision makers, educate prospects and qualify buying interest and sense of urgency.
Ensure that the team meets and exceeds daily and weekly call goals as well as deliver a high quantity of well qualified sales opportunities.
Follow up on all team outcomes with Sales and creation of opportunity with pipeline on Salesforce.
Extensive use of CRM (preferably salesforce.com) to ensure goals are on target and the creation of reports where requested.
Work closely with Sales, Marketing and other Fortinet business functions in the development of strategic sales approaches.
Articulate Fortinet’s value proposition to decision-makers across multiple industries to assess buying interest.
Learn and demonstrate a fundamental understanding of Fortinet’s technology – and clearly articulate capabilities and advantages to prospective customers to successfully manage and overcome prospect objections.

Skills

Consistently meet and exceed opportunity quotas to deliver optimal sales pipeline.
Highly motivated self-starter with competitive personality and strong attention detail.
Team player who possesses a desire and ability to work in a fast paced, goal oriented high growth sales environment.
Exceptional communication skills, both oral and written, coupled with excellent listening skills and a positive and energetic phone presence.
Fluent in Microsoft Office applications and CRM systems (preferably Salesforce.com)
Ability to demonstrate an aptitude for technology.
Demonstrated success in prospecting into Enterprise companies desired.
Proven capabilities and skills in account development, opportunity qualification, pre-call planning, call structure/control, and time and territory management desired.
Ability to work independently as well as part of a team in a fast paced environment.

Education and Experience

1-3 years in a sales focused role or similar position in an IT company desired; customer oriented background required (sales, support, customer service).

Quick response

Required Knowledge

• K0003   Knowledge of laws, regulations, policies, and ethics as they relate to cybersecurity and privacy.
• K0004   Knowledge of cybersecurity and privacy principles.
• K0072   Knowledge of resource management principles and techniques.
• K0101   Knowledge of the organization’s enterprise information technology (IT) goals and objectives.
• K0146   Knowledge of the organization's core business/mission processes.
• K0257   Knowledge of information technology (IT) acquisition/procurement requirements.
• K0012   Knowledge of capabilities and requirements analysis.
• K0059   Knowledge of new and emerging information technology (IT) and cybersecurity technologies.

Required Skills

Required Abilities

• A0045  Ability to evaluate/ensure the trustworthiness of the supplier and/or product.
• A0056  Ability to ensure security practices are followed throughout the acquisition process.