The Business Unit Manager (B.U.M.) for Fortinet will be responsible for leading the overall business strategy, growth, and performance of the Fortinet portfolio within Exclusive Networks Romania. This role plays a key part in managing and developing the Business Development Manager (BDM) team, strengthening relationships with vendor stakeholders, partners (integrators/resellers), and key customers, while driving market expansion and revenue growth in Romania.

The ideal candidate is a strategic leader with strong commercial acumen, deep knowledge of the cybersecurity landscape, and the ability to empower and guide a high-performing team.

Key Responsibilities

Leadership & Team Management

• Lead, coach, and mentor the Fortinet BDM team to ensure alignment with business objectives and maximize performance.
• Set clear goals, KPIs, and development plans for team members.
• Coordinate cross-functional collaboration with sales, marketing, and technical teams to support the team’s initiatives.
• Foster a results-driven, supportive, and collaborative environment.

Vendor Relationship Management

• Act as the primary point of contact for Fortinet at a strategic level.
• Manage the relationship with the vendor across sales, marketing, channel, and technical enablement pillars.
• Ensure compliance with vendor programs, certifications, and accreditation requirements.
• Drive joint business planning, quarterly reviews, and co-marketing initiatives with Fortinet.

Business Strategy & Growth

• Develop and execute the business strategy for the Fortinet line of business in Romania.
• Identify and prioritize market opportunities to expand Fortinet’s footprint.
• Monitor market trends, competitors, and emerging technologies to adjust strategic direction.
• Manage forecasting, P&L elements for the business unit, and reporting to senior management.

Partner & Customer Engagement

• Build and strengthen long-term relationships with key integrators, resellers, and enterprise customers.
• Support partners in developing Fortinet-focused business plans and enablement paths.
• Represent Exclusive Networks at events, webinars, and industry engagements.
• Collaborate with partners at C-level to identify and unlock new revenue streams.

Sales & Operational Responsibilities

• Oversee and support the BDM team in identifying and developing new business opportunities.
• Support large deals, major opportunities, and strategic accounts when needed.
• Ensure accurate pipeline management and sales forecasting.
• Review and validate proposals, pricing, and strategic bids prepared by the BDM team.

Qualifications & Experience – About You

The ideal Business Unit Manager will have:

• Minimum 5–7+ years of experience in business development, sales, or management roles within the IT or cybersecurity sector.
• Demonstrated experience in leading teams and coordinating business lines or vendor portfolios.
• Strong knowledge of cybersecurity solutions, networking technologies, and IT infrastructure.
• Proven experience in managing vendor relationships and working within a channel-driven ecosystem.
• A strong track record of achieving sales targets, driving business growth, and executing strategic plans.
• Excellent leadership, communication, negotiation, and presentation skills.
• Ability to influence and build trust with C-level executives, partners, and stakeholders.
• Strong analytical, strategic thinking, and decision-making abilities.
• Highly organized, self-motivated, and able to perform in a fast-paced and dynamic environment.
• Fluent in English (mandatory); proficiency in Romanian.

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