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Position: VP West, Commercial Systems Engineering In this key leadership role, you will lead, direct and manage the West Commercial Systems Engineering Team including Direct SEs and SE Managers. Your Impact:
- Work in close collaboration with the West Commercial Sales Leader to create and execute strategic plans focused on attaining enterprise-wide deployments of Fortinet products and services
- As a senior sales leader, develop and leverage executive relationships with key buyers and influencers in accounts and partners
- As CTO of the Area, "lead-from-the-front," taking an active role in shaping opportunity strategy and execution, and contributing directly to sales efforts in key opportunities
- Formulate and execute ongoing programs to recruit, hire, train, enable and retain effective Commercial technical sellers
- Lead and inspire your SE team and their selling partners to compete and win through professionalism, attention to detail, tenacious execution, and customer focus
- Identify systemic conditions then lead your organization to avoid challenges, capitalize on opportunities and spread best practices
- Drive ever-improving value-selling methods, practices, tools, and best practices
Responsibilities:
- Develops and implements Area Sales strategy, coverage, focus, and execution in partnership with the Area Sales Leader
- Sets direction for and leads SE Managers for multiple districts in pursuit of sales targets
- Leads development and execution of winning technical account plans and sales
- Constantly raise the level of value selling
- Drives excellence in Proof Step planning, execution, measurement and identifying sharing best practices across your team and the US SE Organization
- Instills discipline and routine in Technical Sales forecasting: opportunities, PoVs, etc., in alignment with Sales Leader account, opportunity and deal forecasting
- Lead, manage and orchestrate Technical Escalations in your area for efficient and effective collaboration with Consulting Systems Engineering and Product Management
- Contributes directly to selling efforts such as executive/key leader-relationships, vision presentations, roadmap presentations, PoV value wrap-ups, etc.
- Develops executive/senior leadership relationships with key decision makers, influencers and partners
- Consistent focus on "filling the bench," through active and ongoing recruiting
- Contribute as key member of US SE Organization Leadership
Required Skills and Background:
- 8 - 15 years in technical/pre-sales as a manager, director or vice president
- 10+ years in LAN/WAN/Internet services administration
- Demonstrated mastery of Commercial buying patterns and practices
- Excellent presentation skills
- Excellent written and verbal communication skills
- Self-motivated, independent thinker that can lead teams to move deals through the selling cycle
Education:
- Bachelor's degree or equivalent experience in network security industry, MBA preferred.
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Fortinet
Nov 04, 2024