Business Development Manager (OT) - Hanoi/Ho Chi Minh

• Drive sales of OT adoption in assigned territory
• Establish productive, professional relationships with key personnel in assigned Silver and Gold level partner accounts
• Build a plan for partner enablement and training in assigned territory for key partners
• Coordinate the involvement of company personnel, including support, service and management resources in order to meet partner performance objectives and partner's expectations
• Assume full responsibility for accurate sales forecasting by demonstrating an in-depth knowledge of sales cycle and update SalesForce accordingly
• Meet and exceed sales quotas and revenue goals
• Proactively lead a joint partner planning process that develops mutual performance objectives, critical milestones (e.g. training certification) in conjunction with Distribution resources (sales, support, etc)
• Manage potential channel conflict by fostering excellent communication internally and externally and through strict adherence to Fortinet's channel program guidelines
• Recruit for new qualifying partners

• 5+ years' experience in a Sales position in Operational Technology (OT) environment
• Knowledge on Industrial Control Systems (ICS) such as networks topology, protocols and interfaces.
• Experience on selling Cyber Security appliances such as firewall, IDS/IPS and/or SIEM will be an advantage,
• General knowledge of utilities, manufacturing and transportation market segmentation will be an advantage,
• Understanding of target country's economic dynamic,
• Understanding of the network security industry and cyber threats,
• Proven ability to sell high-end solutions to enterprise customers,
• Experience in closing complex deals,
• CRM tool knowledge,
• Excellent presentation, written and verbal communication skills,
• Goal oriented individual with high resiliency

Fortinet