Director Sales, SLED

Fortinet, Inc.; San Jose (CA); On-site; USD 350,000 - 450,000; Full time

Benefits offered by this job

Medical insurance

Dental insurance

Vision insurance

401(k)

Paid holidays

Job summary

Fortinet, Inc. in San Jose, CA, seeks a seasoned sales leader to drive direct SLED sales and enterprise-wide deployments of Fortinet products and services.

You will build executive relationships with key buyers and coordinate internal teams to create winning bids, proposals, and RFI/RFP responses. This role requires 10+ years of technology selling, a proven over-quota track record in network security, and the ability to close large deals.

Qualifications

• 10+ years technology selling experience managing a team.
• Proven ability to sell solutions to SLED customers.
• Experience in the network security industry.
• A proven track record of significant over-quota achievement and demonstrated career stability.
• Experience in closing large deals.
• Selling experience must include one of: Firewall/VPN, AV, IDS/IDP.
• Excellent presenting skills to executives & stakeholders.
• Excellent written and verbal communication skills.
• Goal oriented with leadership and mentoring abilities.
• Authorized to work in the U.S. without sponsorship.

Responsibilities

• Manage and motivate a team of Sales Representatives focused on SLED Accounts.
• Develop account plans to achieve goals and exceed quota.
• Maximize Fortinet opportunities with value-added solutions for enterprise institutions.
• Lead flow of information to/from executive management.
• Collaborate with account managers to maximize business focus and ensure territory success.
• Develop relationships with key decision makers, influencers and partners.
• Coordinate with MAMs, NAMs, SEs and Consulting Professionals.
• Maintain an accurate territory pipeline.
• Travel within the assigned territory is required.

Skills

Sales leadership

SLED sales

Enterprise sales

Executive communication

Proposal/negotiation

Public speaking

Team motivation

Authorized to work in US

Education

Bachelor's degree

MBA preferred

Job description

In this key role, you will manage, direct and drive direct sales into SLED Accounts. Create and implement strategic plans focused on attaining enterprise-wide deployments of Fortinet products and services. Develop executive relationships with key buyers and influencers in Major Enterprise accounts and leverage these relationships. 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.

Responsibilities:

• Manage and motivate a team of Sales Representative focused on SLED Accounts
• Develop account plans to achieve goals and exceed quota responsibility
• Maximize Fortinet opportunity while providing value added solutions to enterprise institutions
• Serves as lead contact responsible for the flow of information to/from executive management
• Works closely together with the account managers in order to maximize the primary business focus and serves as team leader responsible for the quality and success of activities in the territory
• Develops relationships with key decision makers, influencers and partners
• Manages effective working relationships with assigned region MAMs, NAMs, Technical Sales Engineers, and Consulting Professionals
• Consistently builds and delivers on an accurate territory pipeline
• Travels within assigned territory is required

Required Skills:

• 10+ years technology selling experience managing a team
• Proven ability to sell solutions to SLED customers
• Experience in the network security industry
• A proven track record of significant over-quota achievement and demonstrated career stability
• Experience in closing large deals
• Selling experience must include one of the following: 1) Firewall/VPN, 2) AV 3) IDS/IDP
• Excellent presentation skills to executives & individual contributors
• Excellent written and verbal communication skills
• Goal oriented individual, with vast interpersonal managerial skills, strong business acumen and positive leadership abilities with proven results in mentoring, motivating and developing teams.
• Must be authorized to work in the U.S. without sponsorship

Education:

• Bachelor's degree or equivalent, MBA preferred.

Fortinet offers employees a variety of benefits, including medical, dental, vision, life and disability insurance, 401(k), 11paid holidays, vacation time, and sick time as well as a comprehensive leave program.

Wage ranges are based on various factors including the labor market, job type, and job level. On target earnings for this position is expected to be $350,000 - $450,000 per year.Exact salary offers will be determined by factors such as the candidate's subject knowledge, skill level, qualifications, experience, and geographic location.

All roles are eligible to participate in the Fortinet equity program, and this position is also eligible for commissions based on the terms of the Sales Compensation Plan