Location: Japan (Tokyo, Fukuoka, Kawasaki, Nagoya, Osaka, Sendai)
Role Overview:
Fortinet is in search of a Business Development Manager (BDM) for the medical sector to back up sales/SE teams all over Japan.
The BDM is a senior consulting role, operating as a business consultant for regional account teams. Engaging in strategic deals/accounts where their IT network/security architecture knowledge will impact the reach of Fortinet solutions, providing a broader approach to customer security needs through grand design. Collaborating with peer account teams throughout the sales process to shape positive outcomes in customer engagements, such as presentations and meetings, demonstrating the benefits of the proposed solution/architecture through assessments.
Objective:
To create significant deal opportunities primarily in the medical sector and lead consultative selling across the Fortinet portfolio/solutions to secure those deals.
Responsibilities:
- Broadly engage with government and industry organizations to generate pipelines.
- Understand guidelines from relevant ministries and make recommendations, contributing to the formulation of these guidelines.
- Conduct comprehensive outreach to government agencies and industry organizations regarding national medical information platforms, standardized electronic medical records, secure cloud services, etc., promoted by the government.
- Respond to cyber-attacks on medical institutions with deep technical knowledge, promoting FTNT solutions and brand.
- Build ecosystems with vendors providing medical devices and systems, broadly handling the creation of pipelines and expanding deal sizes.
Expected Outcomes:
- Pipeline creation in the medical sector.
- Package reference models for medical institutions to promote Fortinet solutions and increase customer wallet share, generating pipelines.
- Generate pipelines through presentations at industry association events and digital marketing activities.
- Approach the Ministry of Health, Labor and Welfare, the Ministry of Economy, Trade and Industry, and the Ministry of Internal Affairs and Communications, creating opportunities for involvement in national policies (such as medical common networks, medical SOCs) to generate pipelines.
Requirements:
- Over 5 years of proven experience in selling or consulting network/IT solutions in a customer-facing role.
- Minimum 3 years of experience in selling network security products and services to large enterprises.
- Understanding of Layer 2 and Layer 3 switching.
- Excellent written and verbal communication, listening, negotiation, and presentation skills. Ability to deliver product and technology presentations to technical and business audiences.
- Ability to work effectively as a team member, adding value in collaboration with various teams such as engineering, sales, product management, and customer support.
- Experience in managing large deals.
- A self-motivated, independent thinker who can drive deals through the selling cycle with the local team.
- Thrives in a fast-paced, ever-changing environment.
- Proactive and energetic.
- Competitive, self-starter, and team player.
- Bachelor's degree in Computer Science, Information Systems, or equivalent.
- Native-level Japanese and business English.
- Regional and international travel required.
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