Regional Sales Director, Major Enterprise

Fortinet, Inc.; Sunnyvale (CA); On-site; USD 300,000 - 425,000; Full time

Job summary

Fortinet, Inc. in Sunnyvale is seeking a seasoned Enterprise Sales Leader to manage and grow a high-performing team of Account Managers. You will drive strategy, forecast accuracy, and quota attainment while expanding Fortinet’s enterprise footprint across regions.

The role requires a proven track record in network security sales, strong leadership, and the ability to sell through VARs to enterprise clients. Expect travel to support pipeline development and deals.

Qualifications

• 5+ years managing a sales team
• Experience in the network security industry
• Proven track record of over-quota achievement and career stability
• Able to sell solutions through VARs to enterprise end customers
• Success in closing project-based deals
• Sales experience includes Firewall/VPN, AV, or IDS

Responsibilities

• Manage and motivate a team of Enterprise Account Managers for growth
• Develop account plans with Major Account Managers to exceed quota
• Serve as lead contact to executive management
• Collaborate with MAMs to maximize business focus and territory success
• Develop relationships with key decision makers and partners
• Maintain strong relationships with regional SEs, Marketing, TAC, and PS teams
• Deliver accurate territory forecast consistently
• Travel with MAMs and SEs to build pipeline and forecast opportunities

Skills

Team leadership

Network security

Quota overachievement

VAR sales

Project-based deals

Firewall/VPN/AV/IDS

Executive presentation

Communication skills

Leadership and mentoring

Education

Bachelor's Degree

Job description

Manage, direct, and drive an enterprise sales team responsible for sales into Enterprise accounts.

Responsible for the development and performance of all sales activities in assigned market. Staffs, directs, and drives a sales team and provides leadership towards the achievement of quota, growth, and forecasting accuracy. Establishes plans and strategies to expand the customer base in the region and contributes to the development of the team.

Responsibilities

• Manage and motivate a team of Enterprise Account Managers responsible for growing sales within the Enterprise market
• Develop account plans with each Major Account Manager to achieve goals and exceed quota responsibility
• Serves as lead contact responsible for the flow of information to/from executive management
• Works closely together with the MAMs 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 regional, System Engineers, Marketing associates, TAC, and Professional Services team members.
• Consistently builds and delivers on an accurate territory forecast
• Travel as needed with MAMs and SEs to assist them in building pipeline, closing opportunities, and accurately forecasting.

Required Skills

• 5+ years experience managing a team
• Experience in the network security industry
• A proven track record of significant over-quota achievement and demonstrated career stability
• Proven ability to sell solutions through VARs to enterprise end customers
• Success in closing project-based 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

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 $300,000 - $425,000 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