Fortinet Business Development Manager, Federal

Overview

Drive growth in CDW's Federal sales segment by leveraging the Fortinet partnership to deliver security solutions. This is a senior, enterprise-level individual contributor role with no direct people management responsibility.

What you'll do

• Define and own the business development strategy for the assigned segment or territory, including market focus, growth priorities, pipeline development, and forecasting.
• Develop and execute partner-aligned go-to-market strategies that align customer needs with prioritized Fortinet solution portfolios.
• Identify, prioritize, and lead the pursuit of high-impact opportunities, driving capture strategy, solution positioning, and commercial approach in partnership with Sales, S&S, PPM, and Fortinet stakeholders.
• Serve as the subject matter expert for executive engagements, strategic pursuits, negotiations, and critical opportunity escalations.
• Partner with Sales to identify, qualify, develop, and close strategic opportunities while influencing customer requirements and positioning CDW and Fortinet for success.
• Provide strategic enablement, coaching, and thought leadership to sales teams through training, best practices, and guidance on partner solutions, sales strategies, and opportunity execution.
• Build and maintain strong relationships with CDW sales leadership, Fortinet stakeholders, and key customer decision-makers to drive collaboration and business growth.
• Analyze market trends, customer buying behaviors, and technology advancements to identify growth opportunities, shape segment strategy, and increase market share.
• Partner with Marketing, PPM, and Fortinet to develop and execute segment-specific campaigns, events, and awareness initiatives that drive pipeline generation and seller engagement.
• Serve as the subject matter expert for Fortinet, supporting complex sales cycles and representing CDW at executive customer meetings, industry events, and strategic partner engagements.
• Coordinate cross-functional resources to support complex pursuits, including legal, financial, and contractual requirements such as NDAs and teaming agreements.
• Own pipeline integrity, business reporting, and performance visibility for the assigned segment.
• Articulate the Fortinet value proposition to internal stakeholders, partners, and customers while driving adoption of strategic solutions and initiatives.

What you'll need

• Bachelor's degree and 6 years of work experience in a technical sales, marketing, or business development role, or 10 years of customer-facing or technical sales, marketing, or business development experience in the sales marketplace.
• Strong customer-facing and analytical skills, with a history of building solid relationships with sellers and leadership contacts.
• Proven record of identifying new opportunities within existing accounts, building new accounts for the partner, and consistently exceeding sales targets.
• Proven ability to influence across all functions of an organization.
• Demonstrated collaboration behavior with excellent facilitation and negotiation skills.
• Strong critical thinking skills with demonstrated ability to find solutions while working independently.
• Ability to communicate effectively and constructively with executives, management, peers, and coworkers.
• Demonstrated ability to manage multiple priorities and projects, meet deadlines, facilitate change, and delegate responsibility.
• Excellent presentation skills.

Details

• Location: Remote, USA.
• Travel: at least 25%.
• Pay range: $67,000 - $94,000 depending on experience and skill set; salary ranges may be subject to geographic differentials.
• Annual bonus target of up to $80,000, subject to terms and conditions of the plan.