ABRIS GE is looking for a suitable candidate for Business Development Manager (BDM)

Job Description — Business Development Manager - Fortinet

Role Purpose
Drive growth of the company’s Fortinet cybersecurity business by developing the partner channel, building a strong pipeline, and executing go-to-market activities to deliver revenue and gross profit.

Key Responsibilities

• Own and deliver quarterly/annual targets (Revenue, Gross Profit, pipeline, active partners).
• Develop and manage channel partners (integrators, resellers, MSP/MSSP): onboarding, enablement, joint business plans, and regular performance reviews.
• Build and maintain a high-quality sales pipeline in CRM; ensure forecast discipline and accurate weekly/monthly forecasting.
• Support partner-led and project sales execution together with Sales, Presales, Marketing, and Operations teams.
• Coordinate GTM activities (campaigns, webinars, events, partner enablement) and ensure readiness of sales materials (use cases, solution decks, battlecards).
• Promote and position Fortinet solutions (Security Fabric / Secure Networking, including NGFW and Secure SD-WAN) in partner and customer engagements.
• Work with Supply/Operations to ensure availability and healthy inventory (avoid stock-outs and slow movers).
• Track market trends and competitors; propose actions to improve positioning and performance.

Success Metrics (KPIs)

• Revenue and Gross Profit (quarterly/annual).
• Pipeline coverage and forecast accuracy (CRM-driven).
• Active partners (with regular transactions), partner activation, and growth of productive partners.
• GTM impact: partner enablement outcomes and contribution to pipeline.

Requirements

• 3–7+ years in B2B IT sales/business development; cybersecurity/networking/infrastructure experience preferred.
• Proven experience working with partner ecosystems (integrators/resellers/MSP/MSSP) and driving partner-led pipeline.
• Strong partner/channel management and project sales skills (onboarding, enablement, joint planning, reviews).
• Ability to run enablement sessions and joint customer engagements (discovery, positioning, basic solution scoping).
• Solid pipeline and forecasting discipline (CRM-driven).
• Strong stakeholder management and cross-functional coordination skills (Sales, Presales, Marketing, Operations).
• Strong business communication and negotiation skills.

Languages: Georgian (fluent), English (confident for emails and calls), Russian (working proficiency).

Nice to Have

• Understanding of cybersecurity networking concepts such as NGFW, SD-WAN, and ZTNA/SASE.
• Experience with Fortinet portfolio and partner ecosystem.
• Fortinet training/certification background (e.g., NSE/FCP/FCSS) is a plus.

The interested applicants should send their CV to: Ketevan.Ramishvili@abrisdc.com
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