Netherlands- based. The EMEA Alliance Manager is responsible for building, enabling and operating a strategy. They will drive an engagement framework for Fortinet to target and develop partnerships with the region’s largest global and regional Strategic Alliance partners. Working collaboratively across Fortinet’s Sales, Product, Marketing and Partner organizations, this role will build our core value propositions, joint solution development opportunities, investment/resourcing strategies and go-to-market opportunities to bring these partnerships to life and have them contribute significantly to Fortinet product and services growth.
Develop a framework to evaluate priorities and engage large SI's / MSSP's. Drive decisions to name focused partners in region and the scope of our engagements. Manage the full life cycle of each partnership, through contracting, resale and MSS solution development, GTM, pipeline and revenue generation, measurement and review.
Build relationships with key executives in targeted partners to ensure sponsorship and sustained engagement/investment in our partnership. Drive a regular cadence of relationship and results review with both, joint executive and operational teams, QBRs etc.
Identify short and long-term revenue opportunities with each partner. Oversee the building and execution of GTM strategies to leverage the combined strength of Fortinet and the Partner, with an eye toward increasing partner leverage and contribution.
Manage the EMEA pipeline and forecast for these partners. This will be managed at a strategic level and executed by the local Fortinet teams via CRM.
Responsible for building and developing a virtual team within Fortinet’s local in-country teams alongside the local Alliance teams.
Manage the current and future enablement requirements
Several years and demonstrable track record of Large Account sales/partnering experience developing and managing large scale System Integrator / MSSP partnerships that yield tangible revenue results
Experience selling security technologies including building, operating and bringing to market managed security services.
Ability to translate Fortinet’s technology into mutual business benefits, SI / MSSP opportunities and GTM impact with SI's / MSSP
Extensive knowledge of the region, cultures and ways of working, and demonstrable experience working within it - either located remotely and/or residing permanently in the region
Comfortable working in a matrixed, virtual team environment, leading work streams of various functions, to build consensus and support for a single vision and plan of execution for each partnership.
Excellent written and verbal communication skills, ability to motivate large sales teams to drive our jointly developed solutions in the market
Able to present moderately complex vendor value propositions and solutions to director/executive level contacts
Self-sufficient and passionate to deliver to Fortinet the leading global partnerships