Apac Control Vendors Manager

1 week ago

Singapore Fortinet Full time

Location: Singapore (Singapore)

**Role Overview**:
You will be responsible to manage Fortinet commercial relationship with all the main global control vendors at APAC level. You will be part of the APAC OT practice and measured on OT Sales in APAC. You will be responsible for growing Fortinet Sales-Through and Sales-With Control Vendors cultivating solid partnership relationships, driving the qualification process of Fortinet solutions onto Control Vendors systems, supporting Control Vendors’ secured-by-design Industrial Control systems, assuring the quality of the service delivered by Fortinet technical teams, increasing satisfaction and enabling the growth of Fortinet Sales-Through/With.

You have a solid technical understanding of how Fortinet products and services are utilized by Control Vendors and OT asset owner’s end customers and use this to effectively resolve issues. You will be the reference contact point in Fortinet to provide updates on the status of our relationship with Control vendors thereof working closely with Fortinet Tech Alliance, the Global OT and Global System Integrator Practices as well as with the APAC Sales, SE/CSE organization, and OT Product Management.

**Responsibilities**:

- Act as the Control Vendor primary Point of Contact for OT Sales Through and With activities in APAC.
- Ensure the correct setup of the OT Go to Market strategy with Control Vendors.
- Coordinate with APAC OT practice lead, GSI practice, OT Tech Alliances, and APAC Sales organization.
- Act as an evangelist for OT technologies to Control Vendors.
- Coordinate training on Fortinet Product and Services to Control Vendors.
- Explain our offerings to extend Fortinet Sales Through/With scope.
- Assist Fortinet Field Sales with identifying, qualifying and closing OT Sales Through/With opportunities in the APAC regions.
- Consolidate and report Control Vendor’s needs.
- Drive the co-development of Secured-by-design ICS solutions with Control vendors.
- Achievement of agreed sales goals for the OT portfolio.
- Report sales activity across the region and help accurately forecast pipeline with Control Vendors.

**Requirements**:

- Min 10 years’ experience dealing with industrial clients OT architectures within one or more of the following sub-industries (Power, O&G, Manufacturing, transportation & logistics, or Smart Buildings).
- Min 5 years’ experience dealing with the following technologies: ICS, Networking, Industrial Cyber-Security.
- A proven track record of quota achievement and demonstrated career stability.
- Minimum 10 years’ sales experience selling to Fortune 1000 Major Accounts Excellent written and Oral presentation skills at all levels.
- Successful track record in designing business plans and market strategies.
- A self-motivated, independent thinker who can move deals through the selling cycle.
- Analytical Ability - effectiveness in analyzing situations and identifying key issues.
- Defining and measuring business goals, monitoring progress, taking action when necessary to rectify situations and meet deadlines.
- Strong internal collaborating skills - willing to support attitude.

Fortinet is an equal opportunity employer.

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