Job Summary
We are seeking an experienced and dynamic Vice President of Sales to lead our sales organization in driving revenue growth through the sale of Fortinet cybersecurity solutions and managed security services. This role will focus on expanding market share in State, Local, and Education (SLED) and Enterprise segments. The ideal candidate will have a proven track record of building and leading high-performing sales teams, developing strategic go-to-market plans, and consistently exceeding quota in complex, solution-based sales environments. Reporting directly to the Chief Revenue Officer or CEO, you will play a pivotal role in shaping the company's growth strategy while fostering strong relationships with customers, channel partners, and internal stakeholders.
Key Responsibilities
- Develop and execute comprehensive sales strategies to achieve and exceed revenue targets for Fortinet products (including the Security Fabric platform, firewalls, SASE, SD-WAN, and security operations solutions) and managed services.
- Lead, mentor, and scale a team of regional sales directors, account executives, and sales engineers focused on SLED (state/local government and education) and Enterprise accounts.
- Build and maintain executive-level relationships with key decision-makers in SLED agencies, educational institutions, and large enterprises to drive new business and expansion opportunities.
- Collaborate with channel partners, distributors, and systems integrators to maximize partner-enabled sales and ensure alignment on Fortinet solutions and managed services offerings.
- Analyze market trends, competitive landscape, and customer needs to inform product positioning, pricing strategies, and go-to-market initiatives.
- Forecast sales accurately, manage pipeline development, and provide regular reporting on performance metrics, risks, and opportunities to senior leadership.
- Drive cross-functional collaboration with marketing, product management, professional services, and engineering teams to support sales enablement and customer success.
- Recruit, develop, and retain top sales talent, fostering a high-performance culture centered on accountability, innovation, and customer-centricity.
- Navigate complex sales cycles, including RFPs, contract negotiations, and compliance requirements specific to SLED environments.
Qualifications
- Bachelor's degree in Business, Marketing, or a related field; MBA preferred.
- 10+ years of progressive sales leadership experience in the cybersecurity or network security industry, with a strong emphasis on selling integrated solutions and managed services.
- Extensive background in SLED (State, Local, and Education) sales, including experience with government procurement processes, cooperative contracts, and education-specific initiatives.
- Proven success in Enterprise sales environments, managing large, multi-million-dollar deals with Fortune 1000 companies or equivalent.
- Demonstrated track record of consistently meeting or exceeding $50M+ annual quotas through direct and channel sales.
- Deep knowledge of Fortinet solutions (or comparable platforms such as next-generation firewalls, endpoint security, cloud security, and SASE) is highly preferred.
- Experience working in a channel-centric model, building partner ecosystems, and leveraging indirect sales channels.
- Strong leadership skills with experience managing distributed teams across multiple regions.
- Excellent communication and presentation abilities, with the capacity to engage C-level executives and technical stakeholders.
- Willingness to travel up to 50% as needed.
Preferred Skills
- Familiarity with managed security services (MSS) sales and delivery models.
- Certifications such as NSE (Network Security Expert) or equivalent cybersecurity credentials.
- Experience in high-growth technology companies with a focus on innovation and customer outcomes. This is an exciting opportunity for a strategic sales leader passionate about cybersecurity to make a significant impact in a fast-paced environment. We offer competitive compensation, including base salary, performance-based incentives, equity, and comprehensive benefits.