The BDEs will have the capacity to demonstrate how Fortinet’s Fabric can be leveraged to increase a customer’s protection and defense against cybersecurity attacks by mitigating risks across multiple platform and attack vectors.
They must understand multiple customer market segments (Such as retail, mining, government, OT and so on) and how each market segment will have its own different environment and requirements. BDEs will have a clear understanding on how they can achieve Fortinet’s vision of offering customers a broad, integrated, and automated way to secure users, devices, applications, and edges everywhere, making possible a digital world people can always trust.
They will work with Secure Advanced Technologies business development managers to create and support strategic go to market presentations allowing for increase opportunity pipeline. The BDE must also liaison with Fortinet’s expert CSE and field SE to understand client technical requirements and topologies and provide feedback into next steps.
The BDEs must be an expert for all things Fortinet such as how our products can be used to protect from the network perimeter, across internal network segments and the access layer be it wireless or wired.
They must understand and must be able to construct solutions that will protect deployed customer services and their endpoint. Solutions must be built to allow for integration using Fortinet’s Fabric but also allowing the capacity to expand to third-party customer solutions.
Emphasis must also be placed into allowing customer to build a mature cybersecurity architecture that can protect and respond against advanced persistent and constantly evolving internal and external threats.
The BDE team will also provide product management with real-world feedback such as customer needs aiding with product growth.
Responsibilities:
Work closely across both internal sales and engineering teams to collaborate and coordinate efforts providing knowledge that can be used to improve products and influence sales strategy at the territory, account, and opportunity levels High-Level Customer facing presentations on Fortinet’s Products can be used to create a mature security architecture. Technical dives on how Fortinet’s Fabric allows for cross platform integration to provide additional visibility and automated responses to current threats Translate customer technical requirements and market needs into a set of products that can be used as a solution/architecture. Execute Internal sales presentation to both commercial and engineering teams on how to position new and current Fortinet products. Provide technical reviews of proposed solution designs for customers Create technical documents, white papers, videos, press briefs and demos, that can help the field sales and marketing teams to impact the products and solutions adoption Perform high-level technical presentations to both sales and engineering internal teams on how to position new and current Fortinet products in order to positively influence sales within the region Establishing trust and alignment with BDMs, Partners, and Ecosystem Partners, providing expert advice on the design and architecture of solutions Understand business requirements for customer base and be able to translate them into technical requirements and solutions Work with Product Management Teams to help identify product and solution challenges, trends, competitors, to help understand specific market needs and influencing sales campaigns Build a competitive analysis, understanding top market players, their products and solutions, strengths, and weaknesses. Expert advice on the design, architecture, and implementation of solutions Support sales activities on the defined region (LATAM) as a strategic and high-level regional technical resource for strategic pre-sales engagements and key opportunities Provide pre-sales technical support and trainings to Fortinet Sales representatives, Fortinet resellers and distributors, in order to positively influence sales on the defined region (LATAM) Work with Fortinet’s marketing teams to help understand specific market needs in order to drive the appropriate activities that can impact positively market’s perception towards Fortinet. Create technical documents that can help the partner base to perform better/quicker/ demonstration demos to effectively show Fortinet’s products strengths. Create/Modify/Translate competitive documentation that can show in a convincing way why Fortinet has a superior technology and product portfolio versus competitors, highlighting benefits to the customer Be part of the internal engineering communities (Tech Teams, Mailing lists) and assist others within or outside the region Ability to work effectively, to add value as a team member, and collaborate with a variety of teams such as engineering, sales, product management and customer support. Coordinate and run demo lab required by customers, in order to shorten the sales cycle and effectively highlight Fortinet’s advantages over competitors Be a spokesperson, appropriately representing the company at public conferences, media and partner/Fortinet driven events.
Desired Skills and Experience:
Strong experience on SecOps (SIEM, SOAR, EDR, Deception, SOC, etc) Knowledge of and how to apply frameworks and architectures: NIST, CSMA, MITRE, CMM, etc Knowledge of the following technologies: Routing, Switching, VPN, LAN, WAN, Network Security, Intrusion Detection, and Anti-Virus. Strong understanding of common TCP/IP Service Protocols, such as ICMP, DNS, FTP, SMTP, HTTP, SNMP, SSH. Strong understanding in the following technologies and protocols: PPTP, L2TP, 802.1q, 802.1x, SSL, IKE, IPSec, 3DES, AES, SHA-1, MD5. Experience in pre-sales for a network infrastructure or security company or in security analyst for an end-user company. Experience as operating systems administrator, either Microsoft Windows Sever or UNIX flavors/variants. Experience with authentication systems such as LDAP, RADIUS, TACACS+, Active Directory, Digital Certificates / PKI. Wireless domain experience – RF propagation, 802.11 protocol and security required is a plus Endpoint and Network Access Control experience is a plus At least 3 product certifications on Networking, Firewalls, VPNs, IPS, Antivirus, AntiSpam, URL Filtering or Vulnerability Managers; that can be from Fortinet or from other competitor products is a plus. Experience on engineering presales activities, including: Sales meetings, Proof-of-concepts, technical trainings, product sizing, solution design, assisting on creating sales proposals (with sales persons) and answering RFPs / public bids. Previous experience (at least one year) working with End Users on the assigned territory (LATAM). Bilingual: Strong oral and written communication skills, in both Spanish and English. Exceptional ability to clearly articulate messages in English and Spanish. Oral and written communications in a third language Portuguese is a plus. Strong analytical skills oriented to details. Ability to be autodidact and learn new knowledge areas. Proven track as problem solver. Highly organized. Capable of working and multi-tasking across multiple projects and very good on project documentation and to create technical documents. Exceptional presenter. Strong ability to present to audiences of all sizes, either at technical level or management level (up to C-level). Self-motivated, with ability to work without direct supervision. Adaptable and flexible, operating in a fast-paced, dynamic environment. Ability to work and take quick decisions under pressure. Availability to travel up to 50% of the time. Availability to travel on short notice. An independent information/network/computer security certification from CWNP, SANS, (ISC)2, ISACA, BS7799/ISO17799 is a plus. Demonstrated experience working on distributed teams is a plus. Previous experience working with channels and/or with an assigned quota is a plus.