Business Development Manager – Cloud Pathway – UK

Overview

You will drive Cloud Pathway initiatives in the UK&I, aligning field sales and channel partners with hyperscalers to accelerate adoption of Fortinet’s solutions on Cloud Marketplace platforms. You’ll enable sales teams, shape the value proposition, and manage the pipeline from qualification to closure, including pilots with AWS Marketplace and Microsoft offerings. This role combines direct sales leadership with partner collaboration to meet growth targets and expand market presence.

Responsibilities

• Develop and manage high-touch sales and Channel Partner engagement for Cloud Pathway opportunities
• Own the value proposition, messaging, and sales enablement for Cloud Pathway to the field sales team
• Generate, qualify, and forecast sales pipeline; achieve quarterly sales goals
• Deliver engaging executive presentations and communicate with cross-functional teams
• Collaborate with Account Managers and Sales Engineers to articulate value to customers and partners
• Establish yourself as a trusted advisor to prospects and customers working with Field Sales/SE teams
• Deliver outstanding service and issue resolution to Fortinet partners and customers
• Drive Cloud Pathway opportunities and act as a key contact for high-impact deals
• Lead and participate in DSOR (AWS Marketplace via Distribution) and similar initiatives with Channel and Cloud teams
• Guide deals through the sales lifecycle to closure
• Support wider adoption and alignment with the Channel Cloud team for Pathway success

Key requirements

• Experienced sales professional in the technology sector
• Knowledge of cloud environments and hyperscalers (AWS, Azure, GCP) with market/competitor awareness
• Strong business and financial acumen; understands short- and long-term impact
• Experience designing business plans and market strategies
• Proven success leveraging Cloud Partners to drive sales
• Track record of quota attainment and career stability
• Self-motivated, independent thinker capable of moving deals through the selling cycle
• Strong analytical, communication, and presentation skills
• Ability to travel within the territory and work with cross-functional teams
• Bachelor’s Degree or equivalent experience; graduate degree favorable

• Excellent communication and presentation abilities
• Collaborative mindset, cross-functional teamwork
• Trusted advisor mindset with customer-centric approach
• Cloud platforms knowledge (AWS, Azure, GCP)
• Solution selling with hunter mentality
• Forecasting and pipeline management

…