Job Description

Job Category: Regional Sales
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Here's a wonderful opportunity to join the Leading Cybersecurity & Networking organisation - Fortinet, who truly converge Network & Security. Fortinet's Mission & Vision is "to secure People, Devices and Data everywhere". Fortinet's Integrated, AI-driven Security platform is a Unified, Integrated cybersecurity platform that spans Network, Core, Endpoints, Applications, Cloud, etc.
Fortinet portfolio of over 50+ enterprise-grade products is the largest integrated offering available, delivering proven cybersecurity everywhere you need it. More than 890,000 customers trust Fortinet solutions, which are among the most deployed, most patented, and most validated in the industry.
Fortinet is included in the Fortune 500 list, has made numerous appearances on Fortune Magazine's listing of 100 Fastest Growing Companies, and has been nominated to Fortune Magazine's Most Admired Companies List.
Position Overview
The Regional Sales Manager - NetOps West (21279) - "VLE / Enterprise" is responsible for managing key customer accounts, driving Secure Networking solution ( NetOps) adoption, and working closely with channel partners to grow revenue. The role requires a strong understanding of Networking and Secure Network products / solutions, partner ecosystems, and enterprise customer needs. The candidate will serve as the primary point of contact for customers and collaborate with channel partners to develop opportunities for VLE / Ent Vertical in the Western region, help close deals, and expand market presence.
Key Responsibilities
1. Account Management

• Cross-sell/ Up-sell NetOps solution stack, with both existing & new VLE / ENT Accounts
• Leverage Tech-Days/ Fast track training sessions, to ensure customers have a complete solution understanding of Fortinet 's Secure Networking solution to meet their use-cases.
• Leverage partners extensively to cross-sell to existing Accounts & penetrate into net new Accounts
• Understand customer needs, pain points, and ongoing threats; position the right NetOps solutions.
• Conduct regular account reviews, QBRs, and roadmap discussions with customers.
• Collaborate with SME teams to deliver demos, POCs, and solution designs.

2. Channel Collaboration

• Work closely with resellers, distributors, MSSPs, and system integrators to drive partner-led sales.
• Ensure channel partners are aligned with the company's product roadmap, promotions, and incentive programs.
• Enable Channel Sales to position NetOps Solutions.

3. Sales & Revenue Growth

• Support the VLE / ENT Sales team during the full sales cycle from prospecting to closure.
• Achieve quarterly and annual sales targets (revenue, pipeline, partner activity).
• Identify upsell/cross-sell opportunities across Secure Networking portfolio (AP, Switch, NAC, AAA etc.).
• Build and maintain a healthy pipeline using CRM tools.

4. Partner & Customer Enablement

• Conduct product trainings, workshops, and joint account planning with partners.
• Support marketing teams with regional partner events, webinars, and campaigns.
• Ensure customers and partners are aware of threat updates, product enhancements, and new features

5. Market Intelligence & Reporting

• Track competitor activities, pricing trends, and partner ecosystem performance.
• Provide monthly/quarterly sales forecasts, pipeline reports, and business insights.
• Share customer and partner feedback with product teams.

Required Skills & Qualifications

• Bachelor's degree in Business, Engineering, IT, or related field (MBA preferred).
• 10-12 years of sales/account management experience in, Networking.
• Hands-on experience working with channel partners (distributors, VARs, MSSPs, integrators).
• Strong understanding of Network Security, with experience in selling Networking products, WIFI , Switching , NAC, AAA etc.
• Proven track record of meeting or exceeding sales targets.
• Excellent communication, negotiation, and relationship-building abilities.
• Excellent knowledge on Cisco, Juniper / HPE etc. required
• Excellent presentation Skill to communicate with C - Level Management required.

Preferred Attributes

• Existing relationships with local cybersecurity / Networking partners and distributors.
• Experience selling Enterprise security or Networking solutions
• Ability to work in a fast-paced, target-driven environment.
• Strong analytical and presentation skills.

Skills Required