Global Alliances Manager (GSI - TCL and TCL) - EMEA

Location: UK (Flexible)

The EMEA Alliance Manager is responsible for building, enabling and operating a global strategy. They will drive an engagement framework for Fortinet to target and develop partnerships with the region’s largest global and regional Strategic Alliance GSI 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.

Responsibilities:

• Develop a framework to evaluate priorities and engage large Global Systems Integrators (GSIs). Drive decisions with named 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

Requirements:

• Several years and demonstrable track record of Large Account sales/partnering experience developing and managing large scale System Integrator (SI) partnerships that yield tangible revenue results

• Demonstrable networking and deep knowledge in Indian GSIs (TCS and TCL) - must have

• 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 opportunities and GTM impact with SI's.

• Extensive knowledge of the EMEA region, cultures and ways of working, and demonstrable experience working within it - either located remotely and/or residing permanently in the region

• 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

Additional Qualifications:

• 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