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Primary Responsibilities: Lead the construction and execution of joint account plans with the commercial areas of Telcos (sales) to generate a sales pipeline, qualify opportunities, and accurately forecast pipeline with two strategies: Cross-selling over Telco´s install base. New Logos in New Solutions (SASE | SecOps) Executing SASE demand generation events with Telco´s Secure Connectivity and SD-WAN customers. Support Telcos' sales force in presenting advanced cybersecurity service offerings to their current installed base customers, serving as a specialist sales resource for Telcos' commercial areas. Plan and lead business development activities that drive a high conversion rate of opportunities generated in SASE and SecOps with the Telco. Conduct QBRs with key stakeholders in Telcos B2B areas (VPs and Telco sales leaders) to present the results of funnel generation activities and provide suggestions for optimization. Include an activity plan for the following quarter - Establish as a trusted advisor to C-Level in Telco structure. Present quarterly business results to Fortinet's sales leaders regarding the generated pipeline and the conversion rate obtained, with an analysis containing suggestions and a plan of activities to be executed for the following quarter to optimize and boost results. Required Skills: Experience in Telco and Service Providers market, networking and cybersecurity industry with Experience in B2B sales thru Telcos-MSPs Sales and pre-sales roles Consultancy and/or business development roles Demonstration of executive relationship in the Telcos-MSPs industry (VP B2B, C-Sales) Knowledgeable in the following technologies : ZTNA, NGFW, Secure SD-WAN, SASE, VPN, Firewall, Anti-Virus, Anti-Spam, Intrusion Prevention, and Content Filtering Experience develop and positioning Managed Security services using Monitoring, Analytics, Automation and Response Solutions as addved value from Telcos-MSSPs for End-Customers. Excellent communicator/speaker including the ability to make engaging and effective presentations to an executive audience Previous experience designing business plans and Go-To market strategies Proven ability with solution selling with a hunter mentality A proven track record of quota achievement and demonstrated career stability A self-motivated, independent thinker that can move deals through the selling cycle Strong analytical skills to evaluate complex problems to find a systematic approach to gain a quick resolution. Effective in a collaborative environment, particularly interacting with product and business professionals Ability to work independently with little direction Travel will be required in territory Education: Bachelor’s degree or equivalent experience. Graduate Degree favorable. Language: Spanish and English #J-18808-Ljbffr
