Regional Sales Director, Named Enterprise

Fortinet, Inc.; Washington (District of Columbia); On-site; USD 295,000 - 450,000; Full time

Benefits offered by this job

Medical insurance

Dental insurance

Vision insurance

Life insurance

Disability insurance

401(k) plan

11 paid holidays

Vacation time

Sick time

Comprehensive leave

Job summary

Fortinet, Inc. in the Washington, DC area seeks an Area Director Mid-Enterprise to lead a Named Account team driving sales into Named Enterprise accounts. You will develop territory plans, forecast accurately, and partner with executives to drive quota attainment and growth.

This role requires 5+ years managing a sales team, network security experience, and a proven track record of over-quota achievement. Travel to meet clients and collaborate with RAMs, SEs, and partners as needed.

Qualifications

• 5+ years experience managing a team.
• Experience in the network security industry.
• Proven track record of significant over-quota achievement and career stability.
• Proven ability to sell solutions to VARs and mid-enterprise end customers.
• Success in closing project-based deals.
• Selling experience must include Firewall/VPN, AV or IDS/IDP.
• Excellent presentation skills to executives & individual contributors.
• Excellent written and verbal communication skills.
• Goal oriented with strong leadership abilities and mentoring skills.
• Travel outside of office to make a sale as needed.

Responsibilities

• Manage and motivate NAMs growing sales within the Mid-Enterprise market.
• Develop account plans with NAMs to meet goals and exceed quota.
• Lead contact for information flow to/from executive management.
• Collaborate with NAMs to maximize focus and lead territory activities.
• Develop relationships with key decision makers, influencers and partners.
• Manage relationships with RAMs, SEs, Marketing, TAC, and Professional Services.
• Build and deliver accurate territory forecast.
• Travel with NAMs/SEs to build pipeline and close opportunities.

Skills

Team management

Network security

Quota attainment

Solution selling

Deal closing

Firewall/VPN selling

Executive presentation

Communication

Leadership

Travel flexibility

Education

Bachelor’s Degree

Job description

Manage, direct, and drive a named enterprise sales team responsible for sales into Named 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 Named Account Managers responsible for growing sales within the Mid-Enterprise market
• Develop account plans with each NAM (Named 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 NAMs 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 RAMs, System Engineers, Marketing associates, TAC, and Professional Services team members.
• Consistently builds and delivers on an accurate territory forecast
• Travels with regional NAMs 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 to both VARs and mid-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.
• The Area Director Mid-Enterprise is required to customarily and regularly work outside of their office or home office engaged in selling, including travel as needed to make a sale.

Education

• Bachelor’s Degree

Benefits

• medical
• dental
• vision
• life and disability insurance
• 401(k)
• 11paid holidays
• vacation time
• sick time
• 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 $295,000 - $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