VP, Enterprise Sales - West

Fortinet; Sunnyvale (CA); On-site; USD 450,000 - 500,000; Full time

Benefits offered by this job

Medical Insurance

Dental Insurance

Vision Insurance

Life Insurance

Disability Insurance

401(k)

Paid Holidays

Vacation Time

Sick Time

Leave Program

Job summary

Fortinet is seeking a dynamic Vice President of U.S. Major Enterprise Sales to lead and scale the enterprise sales organization across the United States.

You will drive revenue growth, expand enterprise adoption of cybersecurity solutions, and build executive relationships with the largest organizations in the market. Responsibilities include mentoring a high-performing sales team, executing strategic plans, and partnering with cross-functional teams to deliver proposals, negotiations, and

Qualifications

• 15+ years of technology sales experience with leadership responsibilities.
• Proven track record selling complex enterprise solutions to large organizations.
• Cybersecurity or network security industry experience.
• History of consistently exceeding quota and driving revenue growth.
• Experience closing large, strategic enterprise deals.

Responsibilities

• Lead and mentor a high-performing Enterprise Sales team across the U.S. market.
• Develop and execute strategic account and territory plans to exceed revenue and quota objectives.
• Drive enterprise-wide adoption of cybersecurity solutions by aligning customer needs with value-driven outcomes.
• Build executive relationships with major enterprise decision-makers, influencers, partners, and stakeholders.
• Collaborate with Sales Leadership, Solutions Engineering, Marketing, Legal, and Operations to deliver proposals, RFPs/RFIs, and contracts.
• Serve as executive point of contact for strategic accounts and ensure clear communication with senior leadership.
• Forecast and manage pipeline to ensure visibility and predictable performance.
• Lead complex negotiations and structure mutually beneficial long-term agreements.
• Travel within assigned territories to advance customer engagement.

Skills

Firewall/VPN

Antivirus (AV)

IDS/IDP

Education

Bachelor’s degree

MBA or advanced degree preferred

Job description

Job Summary

We are seeking a dynamic and results-driven Vice President, U.S. Major Enterprise Sales to lead and scale our enterprise sales organization across the United States. In this strategic leadership role, you will drive revenue growth, expand enterprise-wide adoption of cybersecurity solutions, and build lasting executive relationships with some of the largest organizations in the market.

Key Responsibilities

• Lead, mentor, and inspire a high-performing team of Enterprise Sales Representatives focused on Major Enterprise Accounts across the U.S. market.
• Develop and execute strategic account and territory plans to consistently exceed revenue and quota objectives.
• Drive enterprise-wide adoption of cybersecurity solutions by aligning customer business needs with value-driven outcomes.
• Build and maintain executive-level relationships with key decision‑makers, influencers, partners, and stakeholders within major enterprise organizations.
• Collaborate cross‑functionally with Sales Leadership, Solutions Engineering, Marketing, Legal, and Operations teams to deliver successful proposals, RFP/RFI responses, contract negotiations, and statements of work.
• Serve as the executive point of contact for strategic accounts and ensure effective communication flow between customers and senior leadership.
• Partner closely with Regional Vice Presidents and executive leadership to align business priorities, maximize market opportunities, and drive organizational success.
• Maintain accurate forecasting and pipeline management to ensure visibility and predictable business performance.
• Lead complex enterprise negotiations and structure mutually beneficial agreements that foster long‑term customer relationships.
• Travel as required within assigned territories to support customer engagement and business development initiatives.

Required Qualifications

• 15+ years of successful technology sales experience, including leadership and team management responsibilities.
• Demonstrated success selling complex enterprise solutions into large‑scale enterprise organizations.
• Strong background in the cybersecurity or network security industry.
• Proven track record of consistently exceeding quota and driving significant revenue growth.
• Extensive experience leading and closing large, strategic enterprise deals.
• Deep knowledge and sales experience in one or more of the following technologies:
• Firewall/VPN
• Antivirus (AV)
• IDS/IDP
• Exceptional executive presentation, negotiation, and communication skills.
• Strong leadership presence with the ability to coach, mentor, motivate, and develop high-performing teams.
• Strategic thinker with strong business acumen, operational discipline, and customer‑centric focus.
• Ability to thrive in a fast‑paced, highly competitive environment.

Preferred Qualifications

• Bachelor’s degree required; MBA or advanced business degree preferred.
• Experience leading geographically distributed enterprise sales teams.
• Established network and relationships within Fortune 1000 or major enterprise accounts preferred.

What Success Looks Like

• Consistent achievement and overachievement of regional revenue targets.
• Expansion of enterprise customer footprint and strategic account growth.
• High-performing, engaged sales organization with strong retention and development.
• Strong executive customer relationships that drive long‑term business partnerships.
• Accurate forecasting and operational excellence across the sales organization.

Benefits

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.

Compensation

Wage ranges are based on various factors including the labor market, job type, and job level. On target earnings for this position are expected to be $450,000 - $500,000 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.

Equal Opportunity Employment

Fortinet is an equal opportunity employer. We value diversity in our company, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, age, military/veteran status or any other applicable legally protected characteristics in the location in which the candidate is applying.

Accommodations

We are committed to providing reasonable accommodations for all qualified individuals with disabilities. If you require assistance or accommodation due to a disability, please contact us at [e-mail].