Business Development Manager - OT - CZ
At a glance
Manager-level Business Development role at Edel. Praha · full-time.
Pay not stated Business Development Manager salary
growthroles summary, based on the employer's posting.
What you'll do
- Build OT opportunities with account teams, shape sales plans, and help major account managers qualify prospects
- Track activity and pipeline across Czechia and Slovakia, forecast accurately, and work toward quarterly sales goals
- Present Fortinet OT services at customer meetings and events, while helping channel partners showcase the offering
- Train partners, resellers, and internal account teams to spot OT opportunities and position Fortinet’s OT services
What you bring
- You have hands-on OT knowledge and a strong grasp of Fortinet products, ideally from an ICS vendor
- You bring at least five years selling to Fortune 1000 major accounts and three years in enterprise network security sales
- You have a record of meeting sales quotas, with stable career experience and the drive to move deals forward
- You speak English fluently and are a native Czech or Slovak speaker, with strong presentation and communication skills
Who this fits
This suits a self-directed, adaptable seller who can work in an overlay role and present to audiences at different levels. It is an opportunity-assistance role, not account management, with work spanning Czechia and Slovakia.
From the employer
The majority of this role will be working with the relevant account teams in building the exposure and opportunities within the OT Portfolio.
Understand the OT portfolio that Fortinet has to offer.
Work on Sales Plans with the sales teams to understand relevant opportunities.
Responsible for consolidating and reporting customer service needs across CZ and SK
Achievement of agreed quarterly sales goals.
Assist the Major account managers across the business in qualifying OT opportunities.
Report sales activity across CZ and SK and help accurately forecast pipeline.
Participate in seminars and customer meetings.
There is strong pressure from all competitors in OT, opportunity is huge with limited time to get in, candidate must have proven knowledge in OT - the best should somebody from ICS vendors like ABB, Siemens, Schneider, Rockwell.to succeed.
There is no space for try – and – error approach.
OT Security market will double to 2030 (to 50 BN USD), who will be in at beginning of this growth, will be there for long time – OT market is rigid. On this position must be very skilled professional with deep knowledge of OT environment and as well of Fortinet products
Increasing Brand Awareness
This will be achieved through a number of different activities. There will be a percentage of this done by evangelising and presenting at events/meetings within the region and to a wider geographical audience. Additionally, this will also involve supporting the channel partners in their events and assisting them in the presentation of Fortinet Services and strategy.
Opportunity Assistance
The individual will be required to assist the sales teams in presenting to customers to increase credibility and confidence for Fortinet OT Services The role will not include account management responsibilities but will include opportunity assistance on a case by case basis.
Channel and Partner Training
Sales training for Partners and Resellers will be on an as required basis. This will be Sales training to assist the partners in identifying and qualifying opportunities.
Internal Training
Responsibility for training Channel, Major and Internal account managers on positioning of the Fortinet OT offering. This will include assisting the Internal Sales in identifying and asking about other opportunities outside of the standard Fortinet range, additionally understanding the customer day to day issues and relating them to Fortinet OT
Job Experience Required:
• Experience within OT
• A proven track record of quota achievement and demonstrated career stability
• Excellent presentation skills at all levels.
• Excellent written and oral communication skills
• Excellent written and verbal communication skills and able to speak English Fluently and Czech or Slovak native speaking.
• A self-motivated, independent thinker who can move deals through the selling cycle
• 5 years sales experience selling to Fortune 1000 Major Accounts.
• Minimum 3 years selling enterprise network security products and services.
• Candidate must thrive in a fast-paced, ever-changing environment.
• Competitive, Self-starter, adaptive in an overlay organization.
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