JOB DESCRIPTION
We are seeking a dynamic and results-driven Vice President, US 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.
The ideal candidate is a high-performing sales executive with deep expertise in enterprise technology sales, a proven record of exceeding revenue targets, and strong experience leading high-impact sales teams within the network security industry.
You will be responsible for developing and executing strategic sales initiatives, mentoring top talent, and partnering cross-functionally to deliver winning customer solutions that accelerate business growth and customer success.
Key Responsibilities
- Lead, mentor, and inspire a high-performing team of Enterprise Sales Representatives focused on Major Enterprise Accounts across the US 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.
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 $450,00 - $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
