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VP of Named Enterprise Systems Engineering

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Detroit, United States Fortinet Full time

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.