FortiCNAPP Channel Development Manager 

 

Act as FortiCNAPP Ambassador elevating brand within Fortinet SecOps BU and Partner Community with solid understanding of Cloud Security & CNAPP competitive intelligence, as well as AWS Market Place evangelism and how this delivers customer time to security value. Drive power of 3 Co-sell excellence by managing collaboration amongst CPPO Partners & AWS Sales Segment Reps on Net New opportunities (AOS via AWS)  Responsibility for Partner certifications & enablement of Cloud + NetSec Practices resulting in FortiCNAPP Champions. Own Partners AWS billing account set and continually define FortiCNAPP ICP using propensity to buy engine and drive proactive outreach to partner sales reps with relevant Cloud Security messaging to support account discovery, where possible working with Fortinet funded heads to accelerate intros. Effectively manage FortiCNAPP pipeline within SFDC, liaising with Fortinet & Partner Sales and support as required ensuring forecast accuracy. FortiCNAPP Win-wire owner - regularly   review significant deal wins and prepare win-wire template and organise overview to AWS & Partner sales teams to demonstrate FortiCNAPP value drivers and positive outcomes for customer, show ROI by requesting similar accounts to drive outreach with prescriptive messaging/campaigns. Support partner FortiCNAPP demand generation activities - Capture the Flag / Escape Rooms / Immersion Days to ensure maximum MDF ROI resulting in qualified DRs following a closed loop strategy. Work with Fortinet Sales Teams to understand projects in public cloud space and align FortiCNAPP industry/vertical Value Drivers for cross-sell purposes aligning relevant customer case studies & references and coordinate FortiCNAPP SE to validate.

Co-ordinate Partner FortiCNAPP customer evaluation process Trial / POV supporting in delivering business value realisation output to aid in successful deal closure