Fortinet

Sales

• Lead, mentor, and inspire a high-performing team of Enterprise Sales Representatives focused on Major Enterprise Accounts across the US market.
• Develop and execute strategic account and territory plans to consistently exceed revenue and quota objectives.
• Drive enterprise-wide adoption of cybersecurity solutions by aligning customer business needs with value-driven outcomes.
• Build and maintain executive-level relationships with key decision-makers, influencers, partners, and stakeholders within major enterprise organizations.
• Collaborate cross-functionally with Sales Leadership, Solutions Engineering, Marketing, Legal, and Operations teams to deliver successful proposals, RFP/RFI responses, contract negotiations, and statements of work.
• Serve as the executive point of contact for strategic accounts and ensure effective communication flow between customers and senior leadership.
• Partner closely with Regional Vice Presidents and executive leadership to align business priorities, maximize market opportunities, and drive organizational success.
• Maintain accurate forecasting and pipeline management to ensure visibility and predictable business performance.
• Lead complex enterprise negotiations and structure mutually beneficial agreements that foster long-term customer relationships.
• Travel as required within assigned territories to support customer engagement and business development initiatives.

VP, Major Enterprise Sales

Systems Engineer

• Lead all technical aspects of a sales cycle with the customer, from the initial RFIs, through to RFPs & RFQs when required.
• Have the ability to listen and to understand the technical requirements of the customer.
• Be the primary technical point of contact for the customer(s) and partners in close collaboration with your sales partner.
• Continuously strive to improve knowledge around the Fortinet products and solutions.
• Have a strong ability to position Fortinet solutions to the customer, whether this be remotely or in person.
• Manage your time effectively when working on multiple deals simultaneously.
• Maintain accurate activity, contact, and account technical information of all customers and prospects in our CRM (Salesforce).

Sales Engineer

• Assess customer project requirements
• Align client needs with appropriate Fortinet solutions
• Partner with internal peers to pursue sales opportunities
• Supply Networking/Security guidance in the pre-sale's engagements
• Cross team collaboration
• Continuous self-improvement and learning to keep technical leadership of applicable technologies (data center, SDN (Software Defined Networking), public cloud, security, networking, etc.)
• Ensure ongoing customer success, support, and growth

Inside Sales Engineer

• Assist in qualifying sales leads from a technical standpoint, understanding customer requirements, and providing relevant technical information
• Serve as the primary technical resource during sales calls, addressing customer inquiries, educating them about features, specifications, and functionality, as well as integration possibilities
• Demonstrate proficiency in networking applications and solutions, highlighting the value proposition of Fortinet products and services
• Act as the main technical contact for assigned accounts, actively engaging with the technical support team and engineering to promptly address and resolve customer's technical issues
• Provide post-sales training and ongoing assistance to customers, ensuring they can effectively utilize Fortinet solutions
• Travel throughout the territory to support the needs of the business.

Sales Engineer – Named Enterprise

Account Manager

• Own, grow, and establish relationships in a set of Mid-Enterprise accounts within the Silicon Valley territory.
• Develop and execute strategic account plans that increase wallet share, multi-product adoption, and long-term customer value.
• Lead customer engagements from beginning to end, including executive outreach, discovery, solution alignment, evaluation strategy, commercial negotiation, and close.
• Conduct in-person meetings in the field, with the expectation that most customer meetings occur onsite in customer offices and in the field.
• Drive both expansion within existing accounts and new logo development across the territory.
• Build strong relationships across technical teams, IT leadership, security leadership, procurement, and executive buyers.
• Identify and advance complex sales opportunities, including larger platform deals and multi-year agreements.
• Collaborate cross-functionally with SEs, Channel Account Managers, partners, distributors, and leadership to drive coordinated account execution.
• Forecast with accuracy and consistency, maintaining strong pipeline hygiene and clear visibility into deal progression.
• Navigate customer priorities tied to cloud transformation, hybrid work, secure networking, cyber resilience, and AI adoption.
• Generate, manage, and accurately forecast pipeline on a weekly, monthly, and quarterly basis.
• Identify and advance opportunities across Fortinet’s broader platform, including network security, secure networking, cloud, SASE, SecOps, and other strategic initiatives.
• Position Fortinet’s value in business terms, helping customers consolidate vendors, reduce risk, improve operational efficiency, and secure innovation.
• Serve as a trusted advisor to customers while executing with urgency, professionalism, and strong commercial discipline.

Regional Account Manager

• Manage and drive direct sales engagements into a set of Named Fortune 1000 accounts and strategic Partners.
• Create and implement strategic account plans focused on attaining enterprise-wide deployments of Fortinet products and services.
• Develop executive relationships with key buyers and influencers.
• Coordinate with appropriate internal groups to generate and deliver winning Contract Bids, Proposals, RFI/RFP Responses, and Statements of Work.
• Negotiate terms of business with clients to achieve win/win results that provide the basis for strong ongoing relationships.
• Generate enterprise business opportunities and manage the sales process through to closure of the sale.
• Achievement of agreed quarterly sales goals.
• Generate a sales pipeline, qualifying opportunities, and accurately forecast pipeline.

Major Account Manager – Major Enterprise

• Own the Technical Relationship
• Consultative Approach
• Custom Demos
• Event Support
• Sales Partnership
• PoC Mastery
• RFP Leadership

Sales Engineer, SLED

• Manage and drive direct sales engagements into a set of Named Accounts within assigned territory.
• Create and implement territory plans focused on attaining deployments of Fortinet products and services.
• Develop executive relationships with key buyers and influencers to achieve quarterly sales goals.
• Generate a sales pipeline, qualify opportunities, and forecast pipeline.
• Coordinate with internal groups to generate and deliver winning Contract Bids, Proposals and Statements of Work.
• Negotiate terms of business with clients to achieve win/win results.

Account Manager, Enterprise

• Manage and drive direct sales engagements into a set of Named Accounts within your assigned territory.
• Primary responsibility will be to create and implement territory plans focused on attaining deployments of Fortinet products and services to a set of assigned, existing accounts and new logo prospects, within your assigned territory.
• Develop executive relationships with key buyers and influencers and leverage these relationships to achieve quarterly sales goals.
• Generate a sales pipeline, qualify opportunities, and accurately forecast pipeline.
• Coordinate with appropriate internal groups to generate and deliver winning Contract Bids, Proposals and Statements of Work.
• Negotiate terms of business with clients to achieve win/win results that provide the basis for solid ongoing relationships.
• Understanding customer business goals and effectively translating the capabilities of Fortinet to help them achieve those goals.