Experience selling solutions to VARs and mid-enterprise customers
Success in closing project-based deals
Familiarity with Firewall/VPN, AV, or IDS/IDP solutions
Strong presentation and communication skills
Goal-oriented with strong managerial and leadership abilities
Bachelor’s Degree required
Responsibilities
Manage and motivate a team of Named Account Managers in the Mid-Enterprise market
Develop account plans with each NAM to exceed sales goals
Act as the primary contact for executive management communications
Collaborate with NAMs to enhance business focus and team success
Build relationships with key decision makers and influencers
Maintain effective relationships with regional RAMs, System Engineers, and Marketing teams
Deliver accurate territory forecasts consistently
Travel with NAMs and SEs to support pipeline building and closing opportunities
Benefits
Opportunity to lead and develop a high-performing sales team
Engagement with key decision makers in the network security field
Dynamic work environment with travel opportunities
Potential for significant career advancement
Access to resources and support from various teams within the organization
Full Job Description
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
About Fortinet
Fortinet is a cybersecurity company that provides network security solutions to businesses, service providers, and government organizations worldwide. The company's products and services include firewalls, VPNs, intrusion prevention systems, endpoint security, and more. Fortinet was founded in 2000 and is headquartered in Sunnyvale, California.
