Fortinet

Regional Sales Manager (RSM) – Cloud Security

Posted 14 Days Ago

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2 Locations

In-Office

Expert/Leader

Security • Software • Cybersecurity

The Role

Lead enterprise cloud security solution sales across Mumbai and Gurgaon as a specialist overlay. Drive pipeline, revenue, account penetration, and deal closure for CNAPP, WAF, cloud workload, application, and multi-cloud security solutions. Partner with account teams, pre-sales, channels, hyperscalers, and executives to develop account strategies, deliver presentations and demos, support pricing and negotiations, forecast accurately, and achieve sales targets.

Summary Generated by Built In

Description

Job Title: Sales Overlay – Regional Sales Manager (RSM) – Cloud Security

Location: Mumbai & Gurgaon
Role Type: Overlay / Specialist Sales

Role Overview

We are looking for a highly driven Sales Overlay Specialist (RSM) to lead cloud security solution sales across strategic enterprise accounts. This role focuses on driving pipeline and revenue for CNAPP, WAF, and Cloud Security solutions, working in close alignment with core account teams and hyperscaler ecosystems.

This is a specialist overlay role, responsible for influencing deals, accelerating closures, and positioning advanced security solutions across multi-cloud environments.

Key Responsibilities

Act as a Cloud Security Sales Specialist supporting field sales teams across Mumbai & Gurgaon regions
Drive revenue for CNAPP, WAF, and Cloud Security solutions.
Partner with Account Managers, Pre-Sales, and Channel teams to build and execute strategic account plans
Identify, create, and accelerate pipeline opportunities within enterprise and large accounts
Position end-to-end Cloud Security solutions across AWS, Azure, GCP, and hybrid environments
Engage with CISOs, CXOs, and Security Leaders to understand business challenges and align solutions
Support deal strategy, pricing, and negotiations to drive successful closures
Collaborate with hyperscalers and partners to drive joint go-to-market initiatives
Deliver presentations, demos, and value propositions tailored to customer needs
Track pipeline, forecast accurately, and meet/exceed quarterly sales targets

Key Focus Areas

CNAPP (Cloud-Native Application Protection Platform)
WAF (Web Application Firewall)
Cloud Workload & Application Security
Multi-Cloud Security (AWS, Azure, GCP)

Required Skills & Experience

8–12+ years of experience in enterprise technology sales, with a focus on cybersecurity or cloud security
Strong understanding of cloud platforms (AWS, Azure, GCP) and security architectures
Proven track record of meeting/exceeding sales targets in a specialist or overlay role
Experience selling solutions like CNAPP, CSPM, CWPP, WAF, or DevSecOps tools
Ability to work in a matrix organization and influence cross-functional teams
Strong customer engagement and executive communication skills
Experience working with channel partners and hyperscalers is a plus

Preferred Background

Experience with cloud security platforms
Understanding of DevOps, containers (Kubernetes), and modern application environments

Success Metrics

Pipeline generation and conversion
Revenue attainment for cloud security solutions
Strategic account penetration
Hyperscaler and partner-driven deals

Why This Role?

Opportunity to work at the forefront of cloud security transformation
High-impact overlay role influencing large enterprise deals
Exposure to cutting-edge CNAPP and cloud-native technologies
Strong collaboration with hyperscalers and global teams

Skills Required

8-12+ years of experience in enterprise technology sales, focused on cybersecurity or cloud security
Strong understanding of AWS, Azure, GCP, and cloud security architectures
Proven record of meeting or exceeding sales targets in a specialist or overlay role
Experience selling CNAPP, CSPM, CWPP, WAF, or DevSecOps tools
Ability to work in a matrix organization and influence cross-functional teams
Strong customer engagement and executive communication skills
Experience with channel partners and hyperscalers
Experience with cloud security platforms
Understanding of DevOps, containers, Kubernetes, and modern application environments

Fortinet Compensation & Benefits Highlights

The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Fortinet and has not been reviewed or approved by Fortinet.

Equity Value & Accessibility — Equity awards for eligible roles vest quarterly over four years, with 70% vesting in the first two years and no one-year cliff. This front-loaded structure can provide meaningful near-term value and may be complemented by recognition or refresh stock awards.
Retirement Support — Global retirement and savings programs are offered, with plan details varying by region. This indicates structured support for long-term financial wellbeing across countries.
Wellbeing & Lifestyle Benefits — The package includes health and welfare coverage, paid time off, and wellness programs as part of a broader Total Rewards approach. Coverage is positioned to support health, financial wellbeing, and major life events.