Manager, Fortinet Business Development

Overview

Manage a partner-funded team of Fortinet Business Development Resources, partnering with CDW Sales, Strategic Sales and Services management to drive revenue and profit growth for specific Fortinet technologies and CDW sales segments.

What you'll do

• Develop and execute a CDW/Fortinet engagement plan.
• Manage a diverse team of tenured BDMs and help them achieve their strategic goals within their focus segments.
• Lead engagement with key partner contacts in sales, marketing, program management, business development and executive levels.
• Work with each partner local market team to educate them on CDW and demonstrate why CDW should be their go-to partner.
• Host quarterly meetings with key partner and CDW stakeholders within territories.
• Develop a plan for accountability on execution of the engagement plan for both partner and CDW.
• Communicate top CDW/partner activities within the CDW S+S and Sales teams.
• Develop and manage a consistent approach to partnering with the DMs to manage the CDW/partner business.
• Facilitate pipeline calls for CDW leaders and partner peers and provide data and trends for these calls.
• Maintain a system to track progress and status of top vendor partner initiatives.
• Identify and introduce key contacts relevant to partner sales and marketing groups.
• Work with partner to develop synergies and pull more business through CDW.
• Educate partner sales teams on the CDW value proposition.
• Build a process to hold CDW and partner management teams accountable to execute their engagement plans.
• Increase mutual customer and partner awareness of CDW capabilities through joint-marketing programs and in-market events.
• Create standard processes and templates that can be replicated for all such strategic plans.
• Drive engagement between CDW Sales, Strategic Sales and Services so all three groups work together to bring more value to the partnership.
• Educate sales teams on local offerings and resources for the partner.
• Participate in expansion office/branch pipeline calls.
• Host quarterly meetings between all groups to review business.
• Adhere to ethical and fair business practices, following the CDW Way principles.
• Maintain effective communications with all stakeholders.
• Participate in annual Performance Review and Talent Review processes.
• Maintain expense expectations.
• Complete other special projects upon request.

What you'll need

• Associate's degree and 5 years of sales, solution sales or partner development experience, or 3 years of sales leadership/management.
• Or, 5 years of sales, solution sales or partner development experience, or 5 years of sales leadership/management.
• Ability to communicate effectively with Public Relations staff, external publications and customer executives.
• Exemplary written and oral communications skills, with outstanding platform speaking and presentation ability.
• Outstanding organizational skills, including strategic planning, goal setting and execution.

Nice to have

• Strong knowledge of CDW's position and ability to execute solution-focused marketing programs effectively.
• Bachelor's degree.

Details

• Location: Remote, USA.
• Travel as needed, 4-5 days per month on average.
• Base pay range: $75,000 - $103,000, depending on experience and skill set.
• Annual bonus target: up to $80,000, subject to terms and conditions of plan.
• Leaders are expected to champion CDW's vision of becoming an AI-fluent organization.