Major Accounts Manager - Telco-MSSP

Candidate Experience site (France, France) Publié il y a 16 jours

Major Accounts Manager – Telco-MSSP

Location: Paris, France

As a Major Account Manager - MSSP, you will play an integral role in new business pitches, hold responsibility for the effective on-boarding of new and existing Telco-MSP partners and focus on growing and developing existing offers with them. This exciting role will allow you to use your extensive network to run and grow opportunities, write business and account plans for all current and new business tender opportunities and act as the key interface between the customer and all relevant divisions.

Our Team

The Fortinet Telco-MSP sales team is a group of highly driven and tenacious professionals, with an entrepreneurial spirit and a hunger for winning. From our offices in Paris and/or working remotely, their mission is to drive new business opportunities via direct sales engagements with named Telco-MSSP partners.

At Fortinet you will

  • Learn and demonstrate a fundamental understanding of Fortinet’s technology in order to articulate our value proposition to decision-makers.

  • Develop strong relationships with customer contacts up to Executive C-level to gain insight into their business imperatives and IT drivers, enabling development of a strategy to sell Fortinet solutions.

  • Sell Fortinet products and services through a consultative selling approach and maintain good relationships with key individuals within the accounts.

  • Research customers, identify decision makers, educate prospects and qualify buying interest and sense of urgency.

  • Create and implement strategic account plans through a consultative selling approach focused on attaining enterprise-wide deployments of Fortinet products and services

  • Develop strategies and orchestrate company resources to maximize sales volume within assigned accounts.

  • Effectively engage and build cooperative relationships with System Engineers, Channel Managers, and specialist sales team and executives as required.

  • Drive quarterly business reviews with customer to ensure value from Fortinet investment.

  • Ensures the customer is kept up to date with Fortinet product roadmaps enabling the customer to plan and mitigate risks to their business.

Apply if you

  • Have a proven track record of enterprise sales experience in hi-tech industry (preferably Cybersecurity and Networking) developing strategic customer relationships,

  • Have successful past experience in creating and building new propositions, in a sell-to approach, within large international Service Providers,

  • Act as a key Telco-MSSP sell-to strategist to SP,

  • Can demonstrate you have directly lead and close the sale of cybersecurity and networking platforms, working extensively with the whole SP organisation, addressing both market strategy, financial models as well as technology aspects,

  • Have innovation & entrepreneur mindset in you, to open new fields within SP, convince and close deals with them, having them adopting Fortinet solutions on their own and for their end-customers as a managed service (B2B2B),

  • Possess a consistent track record of quota (over) achievement and demonstrated both career stability and growth,

  • Are a highly motivated self-starter with a competitive personality, strong attention to detail, and a hunger to win,

  • Have exceptional communication skills, both oral and written, coupled with excellent listening skills.

Key Responsibilities

  • Manage key Fortinet Telco-MSSP partners, building revenue and non-revenue business plans with these Telco partners.

  • You will be a key contributor to the revenue growth of the Telco-Service Provider business.

  • Accountable for managing all Telco partnerships within the guidelines of Fortinet’s MSSP programs, spearheading new business development and successfully developing alliances with key solution provider accounts.

  • Motivate, educate and train the key people of the Telco in the Fortinet products and technologies.

  • Expand sales by building business plans including MDF strategy, account penetration strategy and profitability targets.

  • Provide ongoing sales and technical trainings to these Telco partners.

  • Build marketing plans to drive incremental sales pipeline and revenues with development funds.

  • Act as a key MSSP Sell-To strategist to regional sales managers within region.

  • Partner with Fortinet marketing and engineering teams to drive revenue growth within region.

  • Provide geographic Telco coverage for the region

  • Carry quarterly and annual revenue targets.

  • Develop MSSP corporate strategy into the Telco

What you can expect from us

  • Excellent training and development opportunities, providing you with all the tools you need to be successful.

  • An open working environment, sharing knowledge and information collaboratively and transparently, with respect to everyone’s thoughts and opinions.

  • The opportunity to be part of an innovative, collaborative and winning team.

  • A market competitive salary package, including stock awards, and opportunity to over-achieve.


From the start, the Fortinet vision has been to deliver broad, truly integrated, high-performance security across the IT infrastructure. Today, we secure the largest enterprises, service providers and government organizations around the world.

Fortinet empowers its customers with intelligent, seamless protection across the expanding attack surface and the power to take on ever-increasing performance requirements of the borderless network – today and into the future. We have proven to be a truly innovative technology driven network security company with over 619 registered Global Patents. This is over 3 times more than our closest most innovative competitor!


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Major Accounts Manager - Telco-MSSP

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