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Tech Stack
Tools & technologiesCloudCyber Security
About the role
Key responsibilities & impact- Own, grow, and establish relationships in a set of Mid-Enterprise accounts within the Silicon Valley territory
- Develop and execute strategic account plans that increase wallet share, multi-product adoption, and long-term customer value
- Lead customer engagements from beginning to end, including executive outreach, discovery, solution alignment, evaluation strategy, commercial negotiation, and close
- Conduct in-person meetings in the field, with most customer meetings occurring onsite in customer offices and in the field
- Drive expansion within existing accounts and new logo development across the territory
- Build relationships across technical teams, IT leadership, security leadership, procurement, and executive buyers
- Identify and advance complex sales opportunities, including larger platform deals and multi-year agreements
- Collaborate with SEs, Channel Account Managers, partners, distributors, and leadership to drive coordinated account execution
- Forecast accurately and consistently, maintaining strong pipeline hygiene and clear visibility into deal progression
- Navigate customer priorities tied to cloud transformation, hybrid work, secure networking, cyber resilience, and AI adoption
- Generate, manage, and accurately forecast pipeline weekly, monthly, and quarterly
- Identify and advance opportunities across Fortinet’s broader platform, including network security, secure networking, cloud, SASE, SecOps, and other strategic initiatives
- Position Fortinet’s value in business terms, helping customers consolidate vendors, reduce risk, improve operational efficiency, and secure innovation
- Serve as a trusted advisor to customers while executing with urgency, professionalism, and strong commercial discipline
Requirements
What you’ll need- 2–3+ years of field sales experience in B2B technology sales
- Proven track record of meeting or exceeding quota in a field-based sales role
- Ability to run polished, productive customer meetings and full discovery conversations independently
- Experience managing opportunities from prospecting through close, including forecasting, deal strategy, and contract negotiation
- Strong executive presence and the ability to communicate with both technical and business stakeholders
- Experience expanding existing accounts, managing strategic territories, and growing deal size over time
- Strong organizational skills and ability to manage multiple opportunities and stakeholders simultaneously
- Familiarity with channel-led sales motions and partner collaboration
- Experience in cybersecurity, networking, and/or public/private cloud is strongly preferred
- Bachelor’s degree preferred
Benefits
Comp & perks- Medical insurance
- Dental insurance
- Vision insurance
- Life insurance
- Disability insurance
- 401(k)
- 11 paid holidays
- Vacation time
- Sick time
- Comprehensive leave program
- Equity program
- Commissions based on the terms of the Sales Compensation Plan