Regional Director , Enterprise Strategics

Fortinet; Boston (MA); On-site; USD 180,000 - 320,000; Full time

Job summary

Fortinet in Boston is seeking a Director of Sales Enterprise to lead direct sales into Major Enterprise Accounts, build executive relationships, and drive winning contracts. You will manage a team and develop strategic account plans to exceed quotas.

Responsibilities include coordinating with internal teams to respond to bids and RFI/RFPs, negotiating terms for win/win outcomes, and traveling within the territory to drive growth and enterprise deployments.

Qualifications

• 10+ years technology selling experience managing a team.
• Experience in selling to enterprise customers and closing large deals.
• Experience in the network security industry and security solutions.
• Proven over-quota achievement with executive presentation skills.

Responsibilities

• Manage, direct, and drive direct sales into Major Enterprise Accounts.
• Develop account plans to achieve goals and exceed quota responsibilities.
• Build executive relationships with key buyers and influencers in Major Enterprise accounts.
• Coordinate with internal groups to generate and deliver RFPs, bids, and SOWs.
• Negotiate terms to win bids and sustain long-term relationships.
• Lead and motivate a team of Sales Representatives focused on Enterprise Accounts.
• Travel within the assigned territory as required.

Skills

Technology sales

Team leadership

Enterprise sales

Large deals closing

Network security

Security solutions

Education

Bachelor's degree or equivalent

MBA preferred

Job description

Join Fortinet, a cybersecurity pioneer with over two decades of excellence, as we continue to shape the future of cybersecurity and redefine the intersection of networking and security. At Fortinet, our mission is to safeguard people, devices, and data everywhere. We are currently seeking a dynamic Director of Sales Enterprise to contribute to the success of our rapidly growing business.

Objective:

In this key role, you will manage, direct and drive direct sales into Major Enterprise 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 Enterprise 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, 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 enterprise 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.

Education:

• Bachelor's degree or equivalent, MBA preferred.