Leads a named enterprise sales team responsible for mid-enterprise growth, quota attainment, forecasting, account planning, and customer expansion. Manages and mentors Named Account Managers, develops executive relationships, coordinates with technical and professional services teams, and supports pipeline development and deal closure. Requires experience selling network security solutions, managing sales teams, exceeding quotas, closing project-based deals, and working with VARs and enterprise customers.
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
Fortinet (NASDAQ: FTNT) secures the largest enterprise, service provider, and government organizations around the world. Fortinet empowers its customers with intelligent, seamless protection across the expanding attack surface and the power to take on ever-increasing performance requirements of the borderless network - today and into the future. Only the Fortinet Security Fabric architecture can deliver security without compromise to address the most critical security challenges, whether in networked, application, cloud or mobile environments. Fortinet ranks number one in the most security appliances shipped worldwide and more than 500,000 customers trust Fortinet to protect their businesses.
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 [email protected].
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.
Fortinet Los Angeles, California, USA Office
Los Angeles, United States
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