Sales Director, Named Regional Account Managers

Fortinet; Charlotte (NC); Hybrid; USD 225,000 - 280,000; Full time

Job summary

Fortinet seeks a senior sales leader to drive direct sales into Mid-Market Accounts and guide enterprise-wide deployments of Fortinet products and services.

You will develop executive relationships with key buyers, coordinate bids and RFP responses, and manage a regional team to exceed quotas while traveling across the territory.

Qualifications

• Bachelor's degree or equivalent, MBA preferred.
• 5+ years technology selling experience managing a team.
• Proven ability to sell solutions to mid-market customers.
• Experience in the network security industry.
• Track record of over-quota achievement and closing large deals.
• Experience selling Firewall/VPN, AV, or IDS/IDP.

Responsibilities

• Manage and motivate a team of Regional Account Managers and ITAMs focused on Mid-Market 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 to maximize the primary business focus and serves as team leader for the territory
• Develops relationships with key decision makers, influencers and partners
• Manages effective working relationships with NAMs, Technical Sales Engineers, and Consulting Professionals
• Consistently builds and delivers on an accurate territory pipeline
• Travels within assigned territory is required

Skills

Team leadership

Mid-market selling

Network security

Quota attainment

Closing large deals

Firewall/VPN/AV/IDS-IDP

Executive presentations

Verbal/written communication

Mentoring

Education

Bachelor's degree or equivalent

MBA preferred

Job description

In this key role, you will manage, direct and drive direct sales into Mid-Market 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 Mid-Market 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 Regional Account Managers and ITAMs focused on Mid-Market 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 NAMs, Technical Sales Engineers, and Consulting Professionals
• Consistently builds and delivers on an accurate territory pipeline
• Travels within assigned territory is required

Required Skills:

• 5+ years technology selling experience managing a team
• Proven ability to sell solutions to mid-market 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.

Fortinet offers employees a variety of benefits, including medical, dental, vision, life and disability insurance, 401(k), 11 paid 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 $225,000 - $280,000 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