Fortinet

VP, US Major Enterprise Sales

Posted 13 Days Ago

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Sunnyvale, CA, USA

Hybrid

450K-500K Annually

Expert/Leader

Security • Software • Cybersecurity

The Role

Lead and scale the US enterprise sales organization for cybersecurity solutions, drive revenue growth, build executive relationships, manage large strategic deals, mentor sales teams, collaborate cross-functionally, and ensure accurate forecasting and pipeline management.

Summary Generated by Built In

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

About Us

Fortinet (NASDAQ: FTNT) secures the largest enterprise, service provider, and government organizations around the world. Fortinet empowers its customers with intelligent, seamless protection across the expanding attack surface and the power to take on ever-increasing performance requirements of the borderless network - today and into the future. Only the Fortinet Security Fabric architecture can deliver security without compromise to address the most critical security challenges, whether in networked, application, cloud or mobile environments. Fortinet ranks number one in the most security appliances shipped worldwide and more than 500,000 customers trust Fortinet to protect their businesses.

We are committed to providing reasonable accommodations for all qualified individuals with disabilities. If you require assistance or accommodation due to a disability, please contact us at [email protected].

Fortinet is an equal opportunity employer. We value diversity in our company, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, age, military/veteran status or any other applicable legally protected characteristics in the location in which the candidate is applying.

Skills Required

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: Firewall/VPN, Antivirus (AV), IDS/IDP.
Exceptional executive presentation, negotiation, and communication skills.
Strong leadership presence with ability to coach, mentor, motivate, and develop high-performing teams.
Strategic thinker with strong business acumen, operational discipline, and customer-centric focus.
Bachelor's degree.
MBA or advanced business degree.
Experience leading geographically distributed enterprise sales teams.
Established network and relationships within Fortune 1000 or major enterprise accounts.

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.

Affordable Benefits — Medical coverage includes a no-premium HDHP option with HSA funding alongside PPO/HMO choices, reducing employee costs at enrollment. Eligibility starts on the date of hire and includes company-paid life and disability coverage.
Wellbeing & Lifestyle Benefits — Mental-health access through Modern Health and an EAP offers therapy, coaching, and counseling resources. Lifestyle extras such as legal assistance, commuter benefits, pet-insurance discounts, and subsidized meals and snacks enhance everyday support.
Strong & Reliable Incentives — Compensation packages include annual bonuses, sales commissions, and stock awards. Earnings potential can be strong in sales when quotas are realistic and attainment is high.