Systems Engineer – Telco
Location – Dubai, UAE
- The Systems Engineer for Telco MSP Solutions & Multi-Cloud Security is responsible for establishing relationships with Telco/MSP & Large-Scale Enterprises on behalf of Fortinet as well as maintaining and growing business with install base partners/customers.
- This role will provide pre-sales support to the Account Management team for the breadth of Fortinet’s capabilities, with specific focus on Telco, MSP (Managed Service Providers) & Multi-Cloud Security Solutions.
We would need the selected candidate to have a strong technical expertise and background covering competitive insights.
From an outside perspective, this will look smooth and consistent to our partners/customers/prospects.
Whilst security vendor experience is desirable for our high growth ambition, the role candidate must possess the following skills/experience/qualities because they will be engaging with our future partner/prospects/customers and selling the future of SDDC and Telco/MSP concepts:
Overall strong technical expertise with good communication skills
Qualified and expertise in Telco environments, Software-Defined concepts and Managed Services
Understanding of current and in future technologies such as: private clouds, public clouds, telco-grade 4G/5G security concepts, virtualization & micro-services concepts
Proof-of-value approach with integration & automation know-how
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Understand Innovation, how to enable innovation (different approach for each partner/customer) and how this leads to differentiation and market disruption
Responsibilities/Accountabilities
Lead the development of an effective portfolio business plan outlining the strategy for success and maximizing Telco, MSP & Multi-Cloud Security revenues.
Responsible for ensuring partner/customer satisfaction is maintained at the highest levels.
Support the development of account plans that focus on client relationship development and account growth/retention within install base and net new customers/partners.
Support in finding and developing profitable new accounts and business opportunities within a channel driven mentality.
Support the Account Management team to achieve the revenue targets set out, build pro-active plans generating pipeline.
Maintain close knowledge of the client’s business and Fortinet’s service portfolio to ensure alignment of appropriate up selling and cross selling of Fortinet solutions.
Produce workable quarterly/annual business and activity plans for the region and/or market segment and develop profit improvement plans to justify the value of our solutions/services to our partners/customers.
Ensure full communication of Fortinet’s sales & marketing objectives to all partners/customers/accounts.
Develop and maintain partner/customer relationships at multiple levels including problem solving and formulation of response to immediate and future partner/customer requirements.
Build MSSP solutions tailored to MSP Customer requirements & regulatory agency guidelines.
Works with third party advisory organizations and attends third party vendor meetings for possible Security Fabric integrations.
Prepare and deliver sales proposals, presentations, RFP templates, POC guides and channel training contexts.
Analyze competitive solutions & provide competitive insight/positioning to regional MAM’s
