Develop and execute territory sales strategies to identify and expand enterprise business opportunities. Manage opportunity pipelines, forecasts, proposals, RFP/RFI presentations, contract licensing, and customer relationships. Partner with sales and solutions teams, mentor sales personnel, differentiate software offerings, support pricing and configuration, and conduct training to increase bookings. The role requires technology sales experience, market knowledge, strong negotiation and communication skills, and travel up to 25%.
Description
Job Summary
The Fortinet Business Development Manager is responsible for accelerating growth within the Federal sales segment by leveraging the Fortinet partnership to deliver security solutions that address customers' evolving needs. This senior, enterprise-level individual contributor defines and executes segment and partner-aligned growth strategies, driving market focus, partner engagement, and solution prioritization. The role delivers customer outcomes through strategic leadership, cross-functional influence, and execution of high-impact initiatives, without direct people management responsibility.
What you will do
* Define and own the business development strategy for the assigned segment or territory, including market focus, growth priorities, pipeline development, and forecasting.
* Develop and execute partner-aligned go-to-market strategies that align customer needs with prioritized Fortinet solution portfolios.
* Identify, prioritize, and lead the pursuit of high-impact opportunities, driving capture strategy, solution positioning, and commercial approach in partnership with Sales, S&S, PPM, and Fortinet stakeholders.
* Serve as the subject matter expert for executive engagements, strategic pursuits, negotiations, and critical opportunity escalations.
* Partner with Sales to identify, qualify, develop, and close strategic opportunities while influencing customer requirements and positioning CDW and Fortinet for success.
* Provide strategic enablement, coaching, and thought leadership to sales teams by delivering training, best practices, and guidance on partner solutions, sales strategies, and opportunity execution.
* Build and maintain strong relationships with CDW sales leadership, Fortinet stakeholders, and key customer decision-makers to drive collaboration and business growth.
* Analyze market trends, customer buying behaviors, and technology advancements to identify growth opportunities, shape segment strategy, and increase market share.
* Partner with Marketing, PPM, and Fortinet to develop and execute segment-specific campaigns, events, and awareness initiatives that drive pipeline generation and seller engagement.
* Serve as the subject matter expert for Fortinet, supporting complex sales cycles and representing CDW at executive customer meetings, industry events, and strategic partner engagements.
* Coordinate cross-functional resources to support complex pursuits, including legal, financial, and contractual requirements such as NDAs and teaming agreements.
* Own pipeline integrity, business reporting and performance visibility for the assigned segment.
* Articulate the Fortinet value proposition to internal stakeholders, partners, and customers while driving adoption of strategic solutions and initiatives.
What we expect of you
* Bachelor's degree and 6 years of work experience in a technical sales/marketing/business development role or 10 years of customer-facing or technical sales/marketing/business development experience in the Sales marketplace.
* Strong customer-facing and analytical skills with a history of building solid relationships with sellers and leadership contacts.
* Proven record of success in identifying new opportunities within existing accounts, building new accounts for the partner, and consistently exceeding sales targets.
* Proven ability to influence across all functions of an organization.
* Demonstrated collaboration behavior with excellent facilitation and negotiation skills
* Strong critical thinking skills with demonstrated ability to find solutions while working independently.
* Must be able to communicate effectively and in a constructive manner with executives, management, peers, and coworkers.
* Demonstrated ability to manage multiple priorities/projects, meet deadlines, facilitate change, and delegate responsibility.
* Excellent presentation skills
* At least 25% travel
* Pay range: $67,000- $94,000 depending on experience and skill set Annual bonus target of up to $80,000 subject to terms and conditions of plan Benefits overview: https://cdw.benefit-info.com/ Salary ranges may be subject to geographic differentials
* CDW is committed to being an AI-fluent organization
* We're looking for people who bring curiosity, a learner's mindset, and a willingness to engage with ever-evolving technology and tools. We value adopting AI as a partner, openness to experimentation, and a shared interest in learning together on AI. Our goal is to create a culture where AI enhances- not replaces- human creativity and decision-making. You don't need to be an expert today; what matters is your readiness to explore, adapt, and grow with us as we integrate AI responsibly and effectively into our work.Additionally, CDW is committed to fostering an equitable, transparent, and respectful hiring process for all applicants. During our application process, our goal is to understand your experience, strengths, skills, and qualifications. As an AI forward company, we see AI not just as a tool, but as a catalyst for new ways of thinking, creating, and communicating. We encourage candidates to embrace an AI mindset, one that's curious, adaptive, and ready to explore what's possible. We welcome thoughtful use of AI to expand your perspective and elevate how you share your story, while ensuring your application remains rooted in your own background, judgment, and voice.
* About Us
* CDW is a Fortune 500 technology solutions provider that helps businesses, government, education, and healthcare organizations achieve what's possible through technology. What makes CDW different isn't just what we do- it's how we do it. At CDW we act as one- building trust, speaking candidly, and working together to achieve more. We play to win- focusing on what matters most and delivering for our customers. And we think forward- staying curious, moving fast, and continuously learning. We believe meaningful work happens when people feel supported, heard, and empowered to contribute. That's why we think of ourselves as coworkers, not just employees- working together to solve complex challenges and deliver real impact for our customers and communities. As a full-stack, full-lifecycle technology partner, CDW brings deep expertise, strong relationships, and broad industry knowledge to help turn ideas into outcomes. When you join CDW, you become part of a collaborative environment where your work matters, your growth is supported, and your contributions help shape what's next. Together, we deliver the full promise of what technology can do.
* Together, we Make Amazing Happen.
* CDW is an equal opportunity employer. All qualified applicants will receive consideration for employment without regards to race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, protected veteran status or any other basis prohibited by state and local law.
Job Summary
The Fortinet Business Development Manager is responsible for accelerating growth within the Federal sales segment by leveraging the Fortinet partnership to deliver security solutions that address customers' evolving needs. This senior, enterprise-level individual contributor defines and executes segment and partner-aligned growth strategies, driving market focus, partner engagement, and solution prioritization. The role delivers customer outcomes through strategic leadership, cross-functional influence, and execution of high-impact initiatives, without direct people management responsibility.
What you will do
* Define and own the business development strategy for the assigned segment or territory, including market focus, growth priorities, pipeline development, and forecasting.
* Develop and execute partner-aligned go-to-market strategies that align customer needs with prioritized Fortinet solution portfolios.
* Identify, prioritize, and lead the pursuit of high-impact opportunities, driving capture strategy, solution positioning, and commercial approach in partnership with Sales, S&S, PPM, and Fortinet stakeholders.
* Serve as the subject matter expert for executive engagements, strategic pursuits, negotiations, and critical opportunity escalations.
* Partner with Sales to identify, qualify, develop, and close strategic opportunities while influencing customer requirements and positioning CDW and Fortinet for success.
* Provide strategic enablement, coaching, and thought leadership to sales teams by delivering training, best practices, and guidance on partner solutions, sales strategies, and opportunity execution.
* Build and maintain strong relationships with CDW sales leadership, Fortinet stakeholders, and key customer decision-makers to drive collaboration and business growth.
* Analyze market trends, customer buying behaviors, and technology advancements to identify growth opportunities, shape segment strategy, and increase market share.
* Partner with Marketing, PPM, and Fortinet to develop and execute segment-specific campaigns, events, and awareness initiatives that drive pipeline generation and seller engagement.
* Serve as the subject matter expert for Fortinet, supporting complex sales cycles and representing CDW at executive customer meetings, industry events, and strategic partner engagements.
* Coordinate cross-functional resources to support complex pursuits, including legal, financial, and contractual requirements such as NDAs and teaming agreements.
* Own pipeline integrity, business reporting and performance visibility for the assigned segment.
* Articulate the Fortinet value proposition to internal stakeholders, partners, and customers while driving adoption of strategic solutions and initiatives.
What we expect of you
* Bachelor's degree and 6 years of work experience in a technical sales/marketing/business development role or 10 years of customer-facing or technical sales/marketing/business development experience in the Sales marketplace.
* Strong customer-facing and analytical skills with a history of building solid relationships with sellers and leadership contacts.
* Proven record of success in identifying new opportunities within existing accounts, building new accounts for the partner, and consistently exceeding sales targets.
* Proven ability to influence across all functions of an organization.
* Demonstrated collaboration behavior with excellent facilitation and negotiation skills
* Strong critical thinking skills with demonstrated ability to find solutions while working independently.
* Must be able to communicate effectively and in a constructive manner with executives, management, peers, and coworkers.
* Demonstrated ability to manage multiple priorities/projects, meet deadlines, facilitate change, and delegate responsibility.
* Excellent presentation skills
* At least 25% travel
* Pay range: $67,000- $94,000 depending on experience and skill set Annual bonus target of up to $80,000 subject to terms and conditions of plan Benefits overview: https://cdw.benefit-info.com/ Salary ranges may be subject to geographic differentials
* CDW is committed to being an AI-fluent organization
* We're looking for people who bring curiosity, a learner's mindset, and a willingness to engage with ever-evolving technology and tools. We value adopting AI as a partner, openness to experimentation, and a shared interest in learning together on AI. Our goal is to create a culture where AI enhances- not replaces- human creativity and decision-making. You don't need to be an expert today; what matters is your readiness to explore, adapt, and grow with us as we integrate AI responsibly and effectively into our work.Additionally, CDW is committed to fostering an equitable, transparent, and respectful hiring process for all applicants. During our application process, our goal is to understand your experience, strengths, skills, and qualifications. As an AI forward company, we see AI not just as a tool, but as a catalyst for new ways of thinking, creating, and communicating. We encourage candidates to embrace an AI mindset, one that's curious, adaptive, and ready to explore what's possible. We welcome thoughtful use of AI to expand your perspective and elevate how you share your story, while ensuring your application remains rooted in your own background, judgment, and voice.
* About Us
* CDW is a Fortune 500 technology solutions provider that helps businesses, government, education, and healthcare organizations achieve what's possible through technology. What makes CDW different isn't just what we do- it's how we do it. At CDW we act as one- building trust, speaking candidly, and working together to achieve more. We play to win- focusing on what matters most and delivering for our customers. And we think forward- staying curious, moving fast, and continuously learning. We believe meaningful work happens when people feel supported, heard, and empowered to contribute. That's why we think of ourselves as coworkers, not just employees- working together to solve complex challenges and deliver real impact for our customers and communities. As a full-stack, full-lifecycle technology partner, CDW brings deep expertise, strong relationships, and broad industry knowledge to help turn ideas into outcomes. When you join CDW, you become part of a collaborative environment where your work matters, your growth is supported, and your contributions help shape what's next. Together, we deliver the full promise of what technology can do.
* Together, we Make Amazing Happen.
* CDW is an equal opportunity employer. All qualified applicants will receive consideration for employment without regards to race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, protected veteran status or any other basis prohibited by state and local law.
Similar Jobs at CDW
Information Technology
Leads integration, delivery, and operational excellence for critical Global Information Security programs. Partners with security leadership and business stakeholders to execute global initiatives, manage cross-functional teams, facilitate governance forums, improve processes, measure program effectiveness, apply agile practices, communicate status, manage risks and dependencies, and ensure high-quality delivery across complex international environments.
Top Skills:
Agile
Information Technology
Monitors managed-services technologies, provides tier-1 customer and help-desk support, investigates incidents, documents issues, escalates problems, analyzes operational data, and improves support processes. The role requires collaboration with customers, suppliers, engineers, and internal teams while meeting service-level and security requirements. Work occurs within a 24/7 operation and includes overnight shifts, weekends, holidays, and possible overtime.
Top Skills:
AutomateHeatMS OfficeNimsoft Unified ManagementRemedySciencelogicService Desk ExpressServicenow
Information Technology
Leads a managed services engineering team responsible for AIX, Unix, and Linux service delivery. Oversees customer satisfaction, SLA performance, staffing, workload allocation, process improvement, operational procedures, budgets, vendor relationships, and technical service optimization. Manages customer reviews, support escalations, performance management, hiring, on-call schedules, and continuous service improvement while coordinating strategic and tactical technology plans across internal teams and partners.
Top Skills:
Capacity PlanningCiscoClusteringDellHigh AvailabilityHpHp-UxIbmIbm AixItilLinuxMicrosoftPatchingPerformance TuningRed Hat Enterprise LinuxSolarisStorage IntegrationSuse Linux Enterprise ServerUbuntuUnixVirtualizationVMwareWorkload Automation
What you need to know about the Edinburgh Tech Scene
From traditional pubs and centuries-old universities to sleek shopping malls and glass-paneled office buildings, Edinburgh's architecture reflects its unique blend of history and modernity. But the fusion of past and future isn't just visible in its buildings; it's also shaping the city's economy. Named the United Kingdom's leading technology ecosystem outside of London, Edinburgh plays host to major global companies like Apple and Adobe, as well as a growing number of innovative startups in fields like cybersecurity, finance and healthcare.
