Inside Sales Representative, Channel

Madrid, Spain

Fortinet (NASDAQ: FTNT) is a worldwide provider of network security appliances and a market leader in unified threat management (UTM). Our products and subscription services provide broad, integrated and high-performance protection against dynamic security threats while simplifying the IT security infrastructure. Our customers include enterprises, service providers and government entities worldwide, including the majority of the Fortune Global 100. Fortinet is headquartered in Sunnyvale, Calif., with offices around the world.

Role Overview:

We are seeking upbeat, focused and well-organized individuals, to help us in achieving our future goals and remaining a leader in our field, requires exceptional individuals who can share and understand our passion for success.

By working with a team of External Account Managers, on a defined territory, or a defined account list, you will work as part of the “account team” to effectively engage the market to increase revenues and margin within your region/accounts. This will be achieved by identifying incremental revenues within new customer opportunities, and by maintaining and increasing revenues within existing accounts.

The role of the Inside Sales Representative is 100% office based. This is a revenue generating and revenue closing role.

In return the right candidates will benefit from an exceptional sales package and fantastic career progression within Fortinet.

Responsibilities:

• Develop and qualify new lead opportunities to drive increased revenue opportunity in specific target vertical markets

• Generating prospective customers through “warm and cold calling” and lead qualification from marketing leads, telemarketing services, and web

• Build relationships with specific channel partners who are relevant to your accounts and opportunities.

• Develop end user relationship.

• Accurate management of all leads, opportunities and associated data via the CRM tool – Salesforce.com (SFDC) and update all activity within SFDC.

• Develop, learn and communicate specific sales propositions to end user customers.

• Attainment of all set targets and achievement of KPI’s.

• Keeps up-to-date knowledge of the industry, as well as the competitive posture of the company

• Joint strategic and tactical planning with your Account Manager.

• Provide all other tasks associated with account management – arrangement of evaluations, licences, renewals and quotations to name a few.

• Provide accurate forecasting along with your Account Manager, and be able to provide a forecast of your business while your Account Manager is absent

• Manage the end-to-end sales cycle on all smaller opportunities, including the management of “renewals”.

• Take ownership of specific marketing campaigns which are being run for your region/accounts, utilizing the Telemarketing Team for initial calling. Be able to feedback the success to the broader sales and marketing team.

• “Stand-in” cover for when your account manager is out of the business. This will include, but not limited to forecast reviews, QBR’s and being available as the first point of contact for your accounts and channel partners.

Required Skills:

• 18 months proven sales track record within an inside sales role ideally within the IT Industry – security, networking or hardware

• SFDC/Salesforce.com knowledge advantageous

• Experience in B2B sales

• Must be motivated, a self-starter, and be able to deal with ambiguity.

• Hunter type mentality

• Excellent communications capabilities

• Goal orientated with the ability to exceed targets and KPI’s

• Self-confident with the ability to work in a fast-paced environment

• Able to work independently as well as part of a team.