Major Accounts Manager – Deutsche Telekom AG

Major Accounts Manager – Deutsche Telekom AG (Sell-to)

Location: Germany

In this key role, you will manage and drive sales engagements into Deutsche Telekom AG and all its German subsidiaries. Your focus will be to create and implement strategic account plans focused on attaining enterprise-wide deployments of Fortinet products and services. Develop executive relationships and influencers and leverage these during the sales process. Coordinate with appropriate internal groups to generate and deliver winning Contract Bids, Proposals, RFI/RFP/RFQ Responses, and Statements of Work. Negotiate terms of business with clients to achieve win/win results that provide the basis for strong ongoing relationships.

Responsibilities:

• Generating "sell-to" business opportunities and managing the sales process through to closure of the sale.
• (In this role, "sell-to" refers to internal use/infrastructure, multi-tenant MSSP platforms, and test/demo environments.)
• Achievement of agreed quarterly sales goals.
• Generate a sales pipeline, qualifying opportunities, and accurately forecast pipeline.

Required Skills:

• Proven ability to sell solutions to Deutsche Telekom AG or equivalent telco/service provider accounts.
• A proven track record of quota achievement and demonstrated career stability.
• Experience in discovering, generating, and closing large deals.
• Experience in managing complex RFI/RFP/RFQ responses, including creating bid plans and tracking milestones until bid submission, managing various internal supporting functions, distributors, and partners, as well as continuously informing internal stakeholders.
• Conceptual account management horizontal and vertical.
• Open-minded and self-driven individual with the capability to develop new sales concepts and put always the customer satisfaction and long-term relationship into focus.
• Excellent presentation skills to executives & individual contributors.
• Excellent written and verbal communication skills.
• A self-motivated, independent thinker that can move deals through the selling cycle.
• Candidate must thrive in a fast-paced, ever-changing environment.
• Competitive, Self-starter, Hunter-type mentality.

Job Experience Required:

• Minimum 5 years sell-to sales experience in Deutsche Telekom AG or equivalent telco/service provider accounts.
• Minimum 3 years selling enterprise network security products and services.
• Experience in the areas telco infrastructure security, MSSP, and/or Service Provider Security Operations beneficial.

Education:

• BS or equivalent experience, graduate degree preferred

Fortinet is an equal opportunity employer. We value diversity in our company, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or any other applicable legally protected characteristics in the location in which the candidate is applying.

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