The OT-BDM (Operational Technology Business Development Manager) is a seasoned professional with excellent sales/business development background and solid technical knowledge who will work as a business advisor and enabler for regional partners and internal account teams. The OT-BDM engages in strategic deals where their knowledge of cybersecurity applied to operational technology environments will increase the reach of Fortinet's portfolio, bringing to our customers a broad approach to their cybersecurity needs. The OT-BDM works alongside account teams and channel and technology partners who may be involved, throughout the sales process. You as an OT-BDM are expected to shape the positive outcome of customer engagements such as presentations, consulting, meetings while showing the benefits of the proposed security architecture. This role offers high visibility to senior management, networking across corporate teams as well as the opportunity to influence the business and the direction of our OT go-to-market strategy.
Skills & Qualifications Ability to manage large and complex deals involving highly technical negotiationsExcellent presentation skills, both online and in face-to-face settings, capable of delivering product and technology presentations to technical and business audiences to all levels within a customer organization.Excellent written and verbal communication skills as well as listening and negotiation skillsA self-motivated, independent "doer" who can move deals through the selling cycleAbility to add value as a team member by collaborating with a variety of teams such as engineering, sales, product management, customer support and professional servicesCandidate must thrive in a fast-paced, ever-changing environmentKnowledge of standards and cybersecurity best practices for OT and IT environmentsKnowledge of Salesforce or equivalentBachelor's degree in Computer Science, Information Systems, Electrical Engineering or equivalentProficiency in English and Spanish required, conversational Portuguese is highly desirableTechnical certifications (ex. ISA/IEC 62443, SANS ICS (GICSP, GRID e GCIP)) are a plusJob Duties: Guide sales process from prospection of new opportunities till closure/deliveryMaximize Fortinet opportunities while providing value added solutions enhancing the offer within the OT spaceDevelop innovative product and service offerings to enhance Fortinet's portfolio and increase share of mind and share of walletWork closely together with the local account teams to ensure there is proper focus on OT related dealsDevelop relationships with key decision makers, influencers, and partnersForge and manage partnerships with global and regional technology providers to complement Fortinet's offeringsManage effective working relationships with assigned regional sales and engineering teamsTravel within assigned territory is requiredMaintain accurate forecasting of OT deals within the assigned territoryExperience: Proven experience in selling cybersecurity and/or networking solutions applied to the operational technology space in a customer-facing roleExperience as a BDM in a matrix organization crafting deals in at least 3 of these segments: Utilities (energy, water), oil & gas, manufacturing, transportation, logistics, healthcare, pharmaceutical, food processing, smart buildings, smart cities, critical infrastructureExperience in designing solutions based on OTCI standards and architecturesPast experience in delivering OT projects in a professional services engagement is highly desirableBackground in cybersecurity in general, Information Technology and networking will be valued
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